Challenge

• A 10-year-established telemarketing firm specializing in high-level, strategic lead generation for technology companies sought to cast a wider net when prospecting within an account
• Wanted to reduce networking cycles while gaining greater capacity and expanding output
• Lists available for purchase contained so many out-of-date contacts or so much incomplete information that it was generally more cost-effective for The Vanella Group, Inc. to build lists from scratch

Solution

• Signed up for an enterprise license from Data.com to use for contact identification during tele-prospecting; also began buying Data.com lists
• Integrated Data.com with the existing customer relationship management (CRM) system
• Chatter helps eliminate information gaps with remote teams

Results

• Reduced initial time spent identifying prospects by 40 percent
• Accelerated prospecting with fast access to the most relevant and current data
• More efficient use of CRM and other sales/marketing automation