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Lead & Customer Prioritization

Application:SMB Lead GenerationPersona:VP of Marketing/StrategyCustomer:Global Software Company
Customer Situation:Customer needed to position their new software to the SMB market for new and upsell opportunities and struggled with identifying SMB contacts vs. Consumer Contacts. The customer’s global database contained names, addresses and emails. Sales segmentation required SMB distinction for marketing messages and strategy.Solution:Profound processed all email contacts in the client’s database, and flagged all emails that originated from Free ISPs. Digital Business Intelligence (DBI) was appended to the balance of the list to allow for segmentation by digital footprint. Profound also appended history to track the network growth of each record.Results:Profound identified 20% of contacts that were classified as consumer originally by client as SMB. The client was able to build marketing campaigns to those identified contacts with specific messaging and products for the SMB space. As a result of proper identification and marketing, the client improved their conversion to sales rates and overall campaign ROI.
Application:Big Data & Lead PrioritizationPersona:VP of Mid Market Cloud SalesCustomer:Fortune 100 Company
Customer Situation:Our client was selling a cloud software solution and needed to identify prospects with a complex network. Their mid-market EMEA sales team had thousands of leads and limited resources to call on each lead. The client hired an outbound calling firm who could process 1,000 leads per week, with a total of 50,000 leads weekly. They needed to identify the top 1,000 leads each week to send to their Call Center.Solution:Profound appended DBI Density and Cloud Scores to identify the best prospects to target. The lead list was sorted by highest DBI Density Score and Cloud Score to create the list of 1,000 best prospects to place in call center each week.Results:Our client was able to focus on highly-qualified leads to maximize sales resources for the call center. The call center achieved their sales appointment objectives, enabling the sales team to exceed their goal.
Application:Sales Triggers for Cloud Persona:CAO, CDO, VP Analytics, VP Sales, VP Demand Gen/Marketing ServicesCustomer:Global IT Company
Customer Situation:Client wanted to create sales triggers to allow their sales force to target customers and prospects at the correct time in the cloud buying cycle and position the right product to align with the customer/white space data. Understanding where a customer/prospect is in the cloud transformation journey was critical to this client for sales positioning and product alignment.Solution:Profound matched domains to the client’s customer database with a 65% match rate. We appended DBI data each quarter including the Cloud Transformation Journey Score 0-4Results:Client was able to identify high-value prospects for acquisition campaigns. The sales team had key insights and knew when to engage prospects to their products, accelerating the sales cycle and ROI. The client was also able to eliminate prospects who were not interested in a cloud-based solutions.
Application:Sales Triggers for On Prem SolutionsPersona:CDO, CAO, VP Sales, VP Market IntelligenceCustomer:Global Hi-Tech Fortune 100 Company
Customer Situation:Client needed to identify white space for prospects that are investing in On-Prem solutions They also wanted to evaluate their current customer’s On-Prem products and services and assess their risk of moving to a cloud-based solution that would impact sales.Solution:Profound identified all companies in US and EMEA that have a complex network with continuing investment in On-Prem infrastructure vs. moving to the cloud. We leveraged key DBI attributes: DBI Density Score, network growth and Cloud Density Score to provide key insights. The dataset was updated quarterly to ensure fresh information to identify business trends for On-Prem and Cloud movement. Tracked customers network growth and their share of wallet vs. competitors.Results:Client was able to identify risk and the rate of customers migrating to the cloud with competitors. They were also able to prioritize prospects based on their network growth.