Transforming Sales with Data Enrichment & Cleansing How a Leading SaaS-based Org Closed 71 Deals

HubSpot is a leading company that plays a significant role in enabling the growth of countless organizations worldwide. With their cutting-edge software and systems, they empower businesses, providing them with the tools and resources they need to thrive. Beyond their innovative solutions, they fosters a company culture that values connections, facilitates career development, and prioritizes the growth of their employees. Through their comprehensive approach, they contribute to the success and advancement of businesses across various industries.

25,294

Accounts Sourced

71

Sales Influenced

Reading duration : 10 min

Published : 27 Jun 2023

The Requirement

The client entrusted us with a critical task: cleansing and enriching a massive database of 40K+ contacts in their CRM for the US NAM region. Their intricate requirements involved meticulously comparing each contact record for potential duplicates within the CRM while enhancing the data with valuable insights. We delved deep into evaluating website functionality, target audience, sales approach, industry type, pricing range, company size, revenue range, tech stacks, contact designations, and email addresses, among other factors. The client sought a reliable partner to handle these data cleansing and enrichment services on a monthly basis, efficiently and cost-effectively. Our prompt response, extensive expertise in data management, and ability to meet their specific demands convinced the client to entrust us with their crucial project.

Key Responsibilities

  • Create, manage, and drive best fit leads for the Sales team to work on
  • Enrich the key target accounts properties like industry, and employee size by doing secondary research.
  • Achieve monthly sales lead enrichment goals
  • Provide the account management team with detailed notes to ensure the lead is the best fit for the Sales Team

The Solution

To tackle the immense data challenge faced by the client, we assembled a dedicated and skilled team of full-time employees (FTEs). Recognizing the criticality of the task, we provided thorough training to our team members, acquainting them with the client’s specific requirements to ensure utmost accuracy. To meet the project deadline while maintaining precision, we strategically assigned a team of 5 Lead Development Representatives (LDRs) exclusively to this venture. Leveraging a range of advanced tools, our team meticulously verified contact records, cross-referencing them with mandated data points within the client’s database, and validating email addresses. Employing an internal test campaign, we achieved exceptional accuracy in terms of valid email addresses while further enriching the data. On average, our proficient lead development team successfully cleansed and enriched over 150 contacts daily. Throughout the entire enrichment process, our team conducted multiple quality checks, diligently eliminating duplicate records, ensuring the accuracy and currency of contact information, and adhering to the client’s guidelines and stringent quality benchmarks.

The Result

Clients Note of Appreciation!

"Numbers are simply OUTSTANDING: Sourced a total of 25,294 accounts, Influenced 71 sales worth $141,832 in MRR"
  • Despite the considerable challenges posed by the vast data volume and competitive targets, our team overcame these hurdles and successfully accomplished the project, meeting the designated objectives with an exceptional accuracy level of 100%.
  • The client’s satisfaction with the impeccable quality of work delivered by our Lead Development team led to the expansion of our collaboration. In fact, the client entrusted us with the outsourcing of an additional seven regions, including US NAM CORP, NAM Mid-market, LATAM South & North, LATAM BR, LATAM MM, NAM MM, and LATAM CORP.
  • This significant milestone paved the way for a long-term and fruitful business relationship between our organizations, solidifying our position as a trusted partner in their ongoing success.

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