Framed Data (acquired by Square) can effectively foresee the future. They use advanced machine learning to help companies reduce churn, predicting when and why users will leave. After exiting Y Combinator, Framed’s Marketing & Growth Director, Tim Wu, experimented with various acquisition channels, but couldn’t find an initial sweet spot. Content marketing failed to produce the quantity of leads he needed; in-house prospecting was time-consuming; and outsourced lead generation didn’t deliver qualified leads that fit Framed’s target market. Tim knew he had to find a better way to scale outbound sales, find more qualified prospects and build pipeline. So he turned to Datanyze for help.

20% Discovery call to demo conversion

50%                    Post-demo conversion

Turning Data Into Deals

Tim chose Datanyze for its ability to deliver targeted accounts and contacts at scale, while eliminating bottlenecks in the sales research process. Once Framed started using Datanyze, their list of qualified prospects exploded in size. Tim used Datanyze’s Targeting feature to not only identify companies that fit Framed’s ideal customer profile, but to refine that profile to more closely resemble reality.

“Why cast a net when you can use a harpoon? Datanyze is the harpoon that allows us to identify and target prospects we know are more likely to convert.” -Tim Wu, Director of Marketing & Growth

Datanyze crawls more than 45 million websites each day, looking for snippets of code that identify what technologies a company is using. Targeting enabled Tim to sift through that vast amount of data to find companies that are using web analytics solutions, an indicator Framed discovered was an important buying signal.

That coupled with the accurate firmographic information provided by Datanyze, including revenue, company size and funding, was a shot in the arm for Framed’s sales process. It shortened their average sales cycle to just 10 days. They now know what to expect when they reach out, and when they do, their messaging is targeted and personalized. In fact, Framed saw an 80% email open rate, 50% click-through rate and 25% reply rate on outbound sales emails.

80%

Open rate on outbound sales emails

Framed also utilizes Datanyze’s Insider browser plugin to quickly add prospects to lists directly from today’s most popular online directories. Insider allows Tim to easily see a prospect’s tech stack along with other company information. “Datanyze-sourced lists convert at a much higher rate,” Tim says. And with Datanyze’s seamless Salesforce integration, just one click and those lists are pushed right into Framed’s CRM.

Summary

Datanyze helped Framed expand its list of qualified leads and considerably boost the company’s close rate. Using Targeting and Insider, and leveraging Datanyze’s unmatched sales intelligence, Tim now has an easy way to see what technologies a company is using. That enabled Tim to stop wasting time on the prospects that were never going to buy and start focusing on the right leads at the right time. Tim says Datanyze “...saves so much time. Why cast a net when you can use a harpoon? Datanyze is the harpoon that allows us to target prospects we know are more likely to convert.”

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.

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