Access to quality contact data for IT decision makers changes the game for pervasive network security provider
In 2013, ForeScout Technologies Inc., a leading provider of pervasive network security solutions for Global 2000 enterprises and government organizations, was looking to increase the efficiency of its inside sales team by identifying a tool to help it wade through the outer layers of prospect organizations in order to speak to the right people. It needed a solution that would deliver sales effectiveness, maximizing the team's impact and automating the process of getting current information on projects and opportunities.
ForeScout turned to DiscoverOrg, www.discoverorg.com, a leading provider of information technology sales and marketing intelligence tools used by top IT vendors, selecting its Enterprise and Government datasets.
Almost immediately, ForeScout was able to leverage the DiscoverOrg tools, including its IT Org Charts and Real Time Triggers, to map its inside sales hiring strategy to the wealth of easily segmented target prospects it could now access.
DiscoverOrg enabled ForeScout reps to easily identify the most ideal opportunities, select the verticals with the highest possibility for success and target the most appropriate people in the right functions, thus producing measurable sales increases.
Having direct access to IT decision makers via DiscoverOrg's high-quality datasets - 98 percent include email addresses and 95 percent have direct-dial numbers - was a real game changer for ForeScout. Overall, ForeScout increased the efficiency of its inside sales team since its reps no longer spent valuable sales time researching contacts and opportunities, and could spend more time on the phone.
"Having as many direct dials as possible enables an inside sales team of 15 to be as effective as 45," said Matt Wheeler, senior manager of sales development for ForeScout. "Being able to reach the right people on the first dial and have a conversation is key."
Among the other business benefits delivered by DiscoverOrg:
• Its Real Time Triggers provide sales reps with promising opportunities as they happen, giving ForeScout strategic first-mover advantage
• The IT Org Charts provide ForeScout the upstream visibility to bring decision makers into the sales process earlier
"ForeScout can't afford to have research efforts eat up productive selling time - and often the data quality of their previous solution left something to be desired," said Henry Schuck, co-founder and CEO of DiscoverOrg. "It's very gratifying to see these kinds of results achieved by our new customers in such a short period of time."
DiscoverOrg is the leading sales and marketing intelligence tool used by the top IT vendors, staffing companies and consultants targeting IT departments of Fortune-ranked, Mid-Market and SMB companies in North America. Offered in the form of a constantly refreshed database, DiscoverOrg specializes in mapping out the IT org charts of more than 15,500 companies complete with verified email addresses, direct-dial phone numbers, reporting structure, IT project updates and technology installed base. Each of the more than 330,000 IT decision makers in the DiscoverOrg database is updated and refreshed by the company's team of 85+ in-house researchers at least once every 90 days, enabling customers to reach the right person at the right company with the right message. For more information, please visit www.discoverorg.com.