Customer Profile:
Scalent Systems is the leading provider of infrastructure virtualization software to large data centers worldwide. Scalent's software enables data centers to react in real-time to changing business needs by dynamically changing what servers are running and how those servers are connected to network and storage.
Challenge:
With a growing sales team, Scalent needed to supply its new sales representatives with fresh, accurate and targeted contacts.
Solution:
ReachForce discovered accurate role-based contact databases enabling the new sales staff to focus on the right people in the right organizations quickly and efficiently.
Results:
Using the ReachForce Data, Scalent –
Scalent Case Study
Ramping the Sales Pipeline, Fast
Scalent Systems, leading provider of infrastructure virtualization software, more than doubled their sales team and needed to quickly provide new prospects to ramp up their pipeline.
Previously, new sales contacts had been obtained through trade shows, webinars, marketing landing pages, and the sales team's rolodex. Scalent had found some success using these techniques but wanted a more cost-effective way to find leads faster. They also wanted to improve sales efficiencies by enabling their sales team to get to the right contact quickly to accelerate a typically long sales cycle.
Just before the new sales team came on, Scalent engaged ReachForce to deliver a custom, role-based database of contacts. These prospects were then pushed through an email campaign to warm up the leads for sales follow up.
"ReachForce put me on the phone with prospects within two days," said Greg Smith, Inside Sales Representative at Scalent. "I could deliver my pitch right away because I knew I was already talking to the right person. ReachForce doesn't deliver leads, they deliver champions."
With ReachForce, Scalent's sales team was able to double productivity and move more prospects into the sales pipeline.
An important step in the Scalent sales process is to convert leads to a qualified sales demo. Tradeshow leads had previously been the best source for pushing to a demo. Scalent found ReachForce to be 13 times more cost effective than tradeshows in delivering leads that converted to a qualified sales demo.
"ReachForce delivers THE person at THE company that we want to talk to," said Brian Korn, Director of Marketing at Scalent. "ReachForce is the most cost effective resource for lead generation that I have found to date."
About ReachForce DiscoverReachForce 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.