Vidcaster Expands Addressable Market By Finding New, Qualified Accounts

September 9, 2015 Sam Laber

“Datanyze gives our sales team an insanely fast, data-driven way to source new accounts, expand our addressable market and create highly qualified sales opportunities.” 

-Erik Ducker, Demand Generation

Problems

  • Vidcaster’s sales team lacked a cohesive pipeline generation strategy. They were purchasing static lists, which gave little to no context around which leads were most likely to become opportunities.
  • Vidcaster’s inbound marketing team was spending too much time qualifying inbound leads and not enough time conducting discovery calls.

Solutions

  • Using Datanyze, the sales management team is able to build named account lists for every sales rep based on the industry, revenue, location and current technologies of Vidcaster’s ideal prospect.
  • The marketing team uses Datanyze’s Insider browser extension to quickly qualify inbound leads for budget and fit before conducting discovery calls.
  • Using Datanyze Alerts, Vidcaster’s sales reps are able to identify which companies have stopped using a competitor’s software the day it happens and reach out accordingly.

Summary

Vidcaster’s sales and marketing teams rely on Datanyze to accelerate pipeline growth through outbound prospecting and inbound lead qualification. The Vidcaster sales team uses Datanyze Targeting and Alerts to source new qualified accounts based on the revenue, industry, location and current technologies of their ideal prospect. On the marketing side, Vidcaster uses Datanyze Insider to quickly determine which inbound leads are most valuable, and follow up accordingly.

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