Company Overview

Bespoke Collection is a premium wine and art collaborative that has to create its own opportunities in order to stand out and prosper in a highly competitive market. Success depends upon identifying and engaging the right customers and partners, and building loyalty that lasts.

Solution

With millions of contacts and accounts, plus a fine-tuned search and segmentation tool, Data.com helps Bespoke find the perfect partners to keep its business growing.

Results

• 30% boost in sales productivity
• 18% rise in sales opportunities
• 9% upswing in campaign delivery rates

Watch Video
Download Complete Story PDF

Company Overview

With the mobile banking industry in constant flux, Clairmail had a hard time finding current, accurate data for prospects and companies. Keeping it up to date was even harder. As a result, sales reps spent way too much time cleaning up incomplete, dirty data, and not enough time selling.

Solution

Data.com purges dead records, appends missing details, and keeps clean, complete data instantly accessible, so Clairmail's sales reps can spend more time selling.

Results

• Call volume and sales increased 15%
• 20% of new deals are Data.com-sourced
• 32% of revenue is Data.com-sourced

Download Complete Story PDF

Company Overview

To keep its record growth on track, data storage up-and-comer Coraid had to build a B2B contact database nearly from scratch. It needed high-quality, highly targeted contacts at a good price. And there had to be a way to keep the data clean, complete, and current at all times.

Solution

Data.com gives Coraid 30+ million high-quality contacts to choose from, and keeps them updated, accurate, and instantly accessible in the cloud.

Results

• Added 95,000 Data.com contacts to B2B database in one year
• 62% of leads are Data.com-sourced
• Realized an ROI of 1,208%

Download Complete Story PDF

Company Overview

Internap provides IT infrastructure services such as content delivery, colocation, and managed hosting. More than 2,700 customers around the world rely on Internap to achieve their Internet business goals.

Challenge

• Management wanted a solution that could help their army of 80 sales reps drive new business and increase the sales pipeline

Solution

• Cleaned up incomplete and inaccurate records
• Sales and marketing easily share clean, current, and complete contacts
• Salesforce integration provides a single complete view of the entire company

Results

• Sales reps are now able to quickly identify the right contacts
• Shorter sales cycles
• Expanded pipeline
• Boosted close rates
• Increased sales productivity; before Data.com, the equivalent of 5 percent of time spent with every opportunity was spent on data cleanup
• Achieved widespread adoption thanks to the ease of use of Salesforce and Data.com

Company Overview

Ariba is a cloud solution provider, offering applications that automate buying, help target preferred suppliers, and manage enterprise sourcing.

Challenge

• Needed to fill in customer information gaps
• Sales reps wanted to extend their reach deeper into customer accounts for additional contacts to build pipeline

Solution

• Quickly find contacts within given accounts
• Able to do better diligence before initial prospect meetings and be more effective on sales calls

Results

• Increased sales team productivity and efficiency
• Reached more contacts in accounts, including beyond the C-level
• Improved close rates
• 41 percent increase in qualified pipeline
• Better targeting in email campaigns yielded new business opportunities

Company Overview

Enterasys Networks is a premier global provider of wired and wireless network infrastructure and security solutions.

Challenge

• Wasting time researching information for incomplete records
• Needed a data enrichment tool to help sales team drive revenue and pipeline
• Needed net new contacts to build marketing pipeline and expand their reach

Solution

• Licensed Data.com to their entire sales team
• Nightly update to leads, contacts, and accounts
• Clean, complete, and accurate contacts are used for prospecting
• Net new contacts provided by Data.com are used for marketing lists
• Data.com paired with Marketo allows for closed loop marketing

Results

• Data.com-managed pipeline has reached $1.4 billion
• Completed records have saved significant time, with additional research rarely required
• All contacts tied to opportunities have been improved with Data.com data
• Pipeline directly sourced from Data.com through prospecting and marketing lists totals $2.9 million
• Managed revenue has reached $548 million
• Sourced revenue totals $1.7 million
• Great ROI on marketing campaigns sourced from Data.com

Company Overview

As a top provider of lead generation services for technology companies, The Vanella Group, Inc. is under constant pressure to find high volumes of premium-quality B2B data at an affordable price. The company also needs highly targeted marketing lists to grow its own business.

Solution

The Vanella Group found Data.com data to be cleaner, more complete, easier to use, and more affordable than any other sources.

Results

• Engaged prospects 40% faster
• Increased productivity 25%–40%
• Achieved 30%+ open rates

Download Complete Story PDF

Company Overview

Brainshark, the leader in online and mobile video presentations, fills the top of its funnel with targeted weekly campaigns.

Solution

Every week, Brainshark sources 50,000 fresh, segmented contacts to feed marketing campaigns, focused on a specific geography, vertical or functional area.

Results

• 100% increase in marketing qualified opportunities since using Data.com
• Data.com fuels 40% of new business opportunities
• 50% more closed deals from Data.com compared to other sources
• Achieved 3000% ROI using Data.com to "land and grow" accounts

Company Overview

Since 1928, Motorola Solutions has been committed to innovations in communications and electronics. The company's 2-way radios are popular in government and the public sector, but Motorola Solutions is facing competition in retail, energy and manufacturing industries. To reach these relatively new markets, Motorola Solutions needed to improve their marketing database and acquire new targeted leads.

Solution

Motorola Solutions turned to Data.com to refresh and build on their marketing database. They matched their 332,000 marketing database to Data.com to append and clean their data. And they acquired 10,000 net new leads in the strategic energy vertical.

Results

• Dramatically improved data confidence
• 53.6% of marketing database improved or retired
• Over 90% email deliverability
• 21% increase in form conversion from email

DocuSign, the market leader for e-signatures, needed a tool to inform outbound marketing strategy and fuel sales prospecting. With 87% deliverability and contacts at all levels of target companies, DocuSign's marketing team can reach the right people at the right companies to fuel aggressive, proactive campaigns. Sales reps are making the right connections at their accounts faster than ever.

Kelly Services, a leader in providing workforce solutions, turned to Data.com to empower 400 sales reps and marketers. Field sales reps had a mandate to aggressively increase traction within geographies using Data.com. Within 2 months, and with less than half of the reps using the tool, Kelly Services experienced an 18 to 1 return on investment.

CareerBuilder has diversified solutions benefiting departments across an organization. This requires their sales reps to call on different buyer types from HR to IT, Sales and Operations. Data.com supports CareerBuilder's sales team, enabling the team to enhance account penetration. Reps have the ability to discover new buyers and budgets within accounts using the wide array of contact titles from Data.com, and it is saves up to four hours per rep each week.

Watch Video
Download Complete Story PDF

Digital and print communications company, Cushing, wanted to drive marketing and improve sales productivity. They knew they needed to improve CRM data quality as a first step. Cushing initially commissioned a team to manually clean and verify its database before turning to Data.com. Data.com keeps Cushing's CRM data clean, slashing time spent verifying contact information. Cushing also leverages Data.com to strategically segment their marketing database for optimized campaigns, and to empower sales reps' prospecting with access to complete and current contacts.

Company Overview

Great Place to Work, the experts in the development of high-trust organizational cultures worldwide and producer of the Fortune 100 Best Places to Work list, needed a better way to maintain CRM data, and a better source for sales and marketing data.

Solution

Data.com Corporate empowers sales prospecting and lead generation, while Data.com Clean upholds Great Place to Work's high standards of data integrity.

Results

• 80%+ of pipeline & 60%+ of CRM database cleaned and appended
• 1-2 hours saved each week on sales prospecting and CRM cleaning
• 92.7% deliverability of email
• Rapid ROI based on cost savings

Comcast Business Services was experiencing record growth. Sales reps were individually turning to Data.com to fuel their prospecting efforts, trusting and relying on it so much that they were actually paying for the tool out of their own pockets. Comcast listened to the myriad of requests coming from the field, and rolled out Data.com to all 500 enterprise sales representatives. Now Comcast's sales reps can sell more efficiently with access to the freshest data right within Salesforce.

The Huntington National Bank is the primary subsidiary of Huntington Bancshares Incorporated, a $57 billion Ohio-based regional bank. Founded in 1866, Huntington National Bank is a full-service commercial, small business, and consumer bank offering a wide array of financial products and services.

The Bank's primary distribution channels include a banking network of over 660 branches and an array of alternative distribution channels including internet and mobile banking, telephone banking, and over 1,300 ATMs.

Huntington National Bank needed access to rich account and contact data to fuel sales and marketing for its small business and commercial audience. After considering a number of solutions including OneSource, the Bank chose to work with Data.com.

Solution

Huntington National Bank armed 300 business bankers with Data.com Premium for prospecting within their daily workflow in Salesforce CRM. Additionally, Huntington National Bank accesses highly targeted business data to fuel email and direct mail marketing campaigns.

Results

• Business bankers can do their own prospecting with easy access to the best data within their daily workflow, boosting productivity
• Ability to cross-sell and up-sell within existing business accounts
• Identify and target greenfield opportunities for new business accounts
• Screen and vet new business with access to D&B account fields including delinquency risk
• Clear visibility and central tracking of prospecting activity through full integration with Salesforce CRM