Gainsight

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:

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Inquiry to opportunity rate increased by 300%

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Leads per quarter increased by 544%

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Wins from marketing-sourced leads increased by 100%

InsideView uses large-scale services via Amazon Web Services to power real-time targeting intelligence for thousands of clients. AWS autoscaling and redundancy capabilities provide InsideView and our customers with a reliable and dynamic system that can adapt to the demanding needs of the modern age, easily updating millions of data records every day.

“InsideView helped us scale our marketing efforts and meet our revenue goals.”
– Lauren Olerich, Director of Demand Generation

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Customer Custoomer Success Story

Gainsight Increases Inquiry-toOpportunity 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.

Results Using InsideView

  • Inquiry to Opportunity Rate Increased by 300%
  • Leads per Quarter Increased by 544%
  • Wins from Marketing-Sourced Leads Increased by 100%

Customer Quote

“InsideView helped us scale our marketing efforts and meet our revenue goals.”

– Lauren Olerich Sr. Manager, Lead Generation|Gainsight

Gainsight’s Marketing Challenges

  • Key account planning and strategy was slowed by lack of reliable company data and demographics
  • Lead delivery was slow due to an inaccurate marketing database
  • Needed more complete data to develop a vertical marketing strategy

9x More Wins With Crm Intelligence

With a wave of momentum behind them and a new marketing strategy, Gainsight focused their efforts on finding the best way to reach prospects and customers. Using Insideview for MarketingTM and InsideView for SalesTM together to identify and target leads, the Gainsight team saw 9x as many marketing-sourced leads convert from sales opportunities to wins.

InsideView as the Source of Truth
Before InsideView, inconsistent and inaccurate data made it difficult to accurately score and route leads efficiently. Leads were taking too long to get into the hands of sales, and frequently in poor quality, leading to low sales productivity.

The marketing team chose InsideView EnrichTM (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.

“InsideView helped us scale our marketing efforts and meet our revenue goals,” says Lauren Olerich, Gainsight’s Sr. Manager of Lead Generation. Wins from marketing-sourced leads doubled.

InsideView’s Industry Breakdown Drives Gainsight’s Marketing Strategy
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 marketing team took InsideView’s industries a step further by building out LUMAscapes that mapped each vertical to a set of specific marketing content pieces. With personalization at the helm, Gainsight’s marketing team identified companies, job titles, and contacts in each vertical to drive their personalized marketing campaign.

With highly targeted lists in use, the number of marketing-sourced leads that led to sales opportunities tripled.

Gainsight has grown 560% in one year
Gainsight isn’t just another startup, but it began that way. Now its a high-growth, solution-oriented SaaS company.