Global Facilities Services Company
Builds 60% of Top Pipeline with Intelligent Targeting and Boosts Conversion Rates 33%
Customer’s challenges included:
Develop a highly qualified pipeline | Build differentiating value propositions and winning bids
The customer began looking for real-time social media information about their targets to enrich their core CRM data, information that historically is time consuming and labour intensive to gather. The leader believed that understanding their targets in a more holistic way, i.e. their markets, topics of interest, and pressure points would support better value propositions and give her reps reasons to engage early and often, to build relationships well before contracts were put out to bid.
The customer found what they were looking for with InsideView’s real-time news and social insights embedded inside their CRM, which their reps extend into the field through InsideView’s mobile app. In addition, the team takes advantage of InsideView watchlists that alert them to activity within accounts whose contracts are coming due. Combined, these capabilities enable early, informed engagement that has resulted in a 33% increase in lead conversion rates.
Customer’s results using InsideView included:
60% of top pipeline