When VP of Customer Acquisition and Engagement, Chris Rising, joined BigCommerce, he noticed that the sales team lacked a repeatable process for finding qualified leads. Third-party contractors were sometimes tasked with identifying prospects; other times they would just buy large, expensive lead lists. Reps then had to manually append firmographic data (Alexa rank, revenue, company size) to those leads and filter out the ones that didn’t fit their target market. Bottom line: it was taking too long to find good leads, and the cost-per-lead was too high.
Repeatable, Successful Sales Process
Chris needed a consistent and effective way to build lists of qualified prospects who exhibited specific buying signals. Once BigCommerce brought in Datanyze, sales utilized Datanyze Technology Tracking and Prospecting to uncover companies using an ecommerce solution. Through technographics - insights based on a company's tech stack and real-time buying signals - Chris's team was able to identify and break into the right set of accounts.
Increase in SQLs
Increase in new outbound revenue
“Using Datanyze, we can uncover the right companies, and filter them by tech stack, Alexa rank, revenue and company size, so we focus on accounts with the greatest potential,” says Chris. “Reps never have to worry about who they’re going to call next. It’s a huge boost to productivity. We’ve seen a 30% increase in dials by our SDRs; a 50% increase in sales qualified leads; more than a 75% increase in new monthly outbound revenue and nearly double the revenue per sale.”
“Using Datanyze, we can uncover the right companies, and filter them by tech stack, Alexa rank, revenue and company size, so we focus on accounts with the greatest potential.”
- Chris Rising, VP of Customer Acquisition & Engagement
Seeing this level of success, Chris decided to take things a step further and use Datanyze’s Predictive Analytics solution to fill his team’s funnel with new, high-value accounts that look just like BigCommerce’s best customers. By comparing the technographics of BigCommerce’s top customers, Datanyze is able to surface the qualified prospects inside and outside their CRM.
“I’ve been working with predictive modeling for 20 years and as soon as I met the Datanyze team, I was confident they really got it. We looked at other predictive vendors, but this wasn’t a hard choice. If you’re looking to take your sales efforts to the next level, look no further than Datanyze.”
“I’ve been working with predictive modeling for 20 years and as soon as I met the Datanyze team, I was confident they really got it,” Chris says. “We looked at other predictive vendors, but this wasn’t a hard choice. If you’re looking to take your sales efforts to the next level, look no further than Datanyze. The quality and completeness of the data, and access to the thorough database of leads will get you there.”
Using Datanyze, BigCommerce was able expand its list of qualified leads, which boosted sales development reps’ overall productivity. This resulted in more than a 75% increase in new monthly revenue. Furthermore, BigCommerce uses Datanyze’s predictive analytics to surface and score accounts that look just like their best customers.
About the Author
Joe is the Senior Digital Marketing Manager at Datanyze, specializing in authentic storytelling that connects and converts. Before joining Datanyze, he was an award-winning broadcast journalist in the San Francisco Bay Area. He also believes Point Break is a shining example of American cinema.Follow on Twitter More Content by Joe Vignolo