Customer Profile:
Sabrix, Inc. is a leading provider of transaction tax management for companies of all sizes, enabling finance, tax, and IT professionals to achieve accurate, timely, and cost-effective compliance for sales tax, use tax, Value Added Tax (VAT), excise tax and industry-specific taxes and fees. The Sabrix Application Suite seamlessly connects to all financial applications requiring the determination, calculation, and recording of transaction taxes.
Challenge:
Inbound marketing efforts provided a steady stream of small size buyers but Sabrix needed a way to reach mid-market buyers through outbound marketing.
Solution:
ReachForce discovered accurate role-based contacts enabling the marketing team to target the right decision makers in large companies increasing campaign results and sales efficiencies.
Using the ReachForce Data, Sabrix –
- 45% of pipe comes from outbound marketing
- Currently has $150,000 in the opportunity pipe
Targeting Mid-market Buyers
Growth can come in many ways, tackling a new vertical, increasing the product line or expanding your footprint in verticals you are currently targeting i.e. selling into larger accounts. Sabrix, Inc., a leading provider of transaction tax management for companies of all sizes, had found success in reaching small businesses through inbound marketing but wanted to increase growth by acquiring more mid-market accounts.
Their outbound marketing was fueled by purchased lists that delivered disappointing results. The sales team was spending too much time hunting and ultimately lost focus on the task at hand, winning in bigger businesses. Only 10 percent of the opportunity pipe was coming from these poorly fueled outbound marketing efforts. These results were not going to produce the bigger deals they were planning on.
The marketing team needed a way to reach the right mid-market buyers directly. The team turned to ReachForce to provide targeted leads to reach the difficult to find enterprise buyers.
"When the data is bad, marketing programs are doomed to yield poor results," said Patrick Grogan, Director Marketing at Sabrix. "With ReachForce, I know my programs are reaching the right decision makers, increasing my campaign results and helping me to deliver more qualified leads to sales."
ReachForce delivered Sabrix the right mid-market buyers, the person responsible for managing sales and use tax compliance. The marketing team then put those leads into a multi-touch integrated campaign that included direct mail, email and phone follow-up by the sales team. After just a couple of months, Sabrix already has over $150,000 in the opportunity pipeline from using ReachForce role-based contact data.
"Having the right decision makers has made all the difference," Grogan said. "Using ReachForce has dramatically increased the effectiveness of our outbound marketing campaigns and improved our penetration into mid-market accounts."
About ReachForce Discover
ReachForce Discover is a high-quality contact discovery solution that dramatically improves marketing results and sales conversions by identifying prospects by their role or function in the organization vs. their title.