Gainsight Increases Inquiry-to-Opportunity Rate by 3x
Gainsight is a leading provider of customer success solutions. After establishing themselves in the forefront of a growing market opportunity, it was time to accelerate revenue and take the lead. Increasing sales and marketing productivity was their next big challenge.
Gainsight’s challenges included:
Key account planning was slowed by lack of reliable company data and demographics
Lead delivery was slow due to an inaccurate marketing database
Need for more complete data to develop a vertical marketing strategy
By using InsideView to identify and target leads, the Gainsight team saw 9x as many marketing-sourced leads convert from sales opportunities to wins.
The marketing team chose InsideView Enrich (which is integrated with Marketo) to automatically enrich their leads with consistent, complete data for immediate and accurate lead scoring and routing. As a result, quality leads are passed to sales faster for increased productivity.
Accessing company data in InsideView has been pivotal in Gainsight’s vertical marketing strategy. InsideView’s industry data enables Gainsight to easily segment and target its customers with tailored messages based on their vertical industry, size, and location.
Gainsight’s results using InsideView included:
Inquiry to opportunity rate increased by 300%
Leads per quarter increased by 544%
Wins from marketing-sourced leads increased by 100%
“InsideView helped us scale our marketing efforts and meet our revenue goals.”
– Lauren Olerich, Director of Demand Generation