Founded in 2010, InsightSquared provides revenue intelligence solutions for high-growth technology companies.
Facing a key period of high growth, InsightSquared’s revenue team was looking to scale their efforts while continuing to improve performance at the rep level.
As part of a new account-based approach, AEs and SDRs were aligned in pods. InsightSquared needed the necessary data and automation infrastructure to enable its new process.
“A timely follow-up on a DataFox signal raises our sales conversion rates. If we reach out to prospects right after a funding event, we do way better than if we reach out cold,” says Lydstone.
Something that’s overlooked on the road to automating at scale is that you need a rock-solid data foundation to depend on. When building out our outbound sales engine, we defined which data points we needed to be spot on, and which vendor was best for each. We ended up replacing three providers with DataFox—they cover firmgraphics, technographics, and signals really well.
Senior Director of Business Operations, InsightSquared
Results: Record-High SDR Performance and Shorter Ramp Times
Automated company data management, signal-based alerts, and data-driven territory balancing was key to implementing a new account-based sales process at InsightSquared.
As InsightSquared operationalized an upgraded outbound sales engine, the company entered a period of high growth and better sales performance.
We’ve cherry-picked certain signals that we know provide higher conversion rates for our outbound sales engine. DataFox shares which key hires are happening in our accounts so our reps can use that information in their prospecting templates.
Sales Ops Manager, InsightSquared