#openlounge

Informed Marketingwith InsideView

#openlounge

Josh DelisleVP of Sales, North America, DYN

Josh VerrillVP of Revenue Acquisition, DYN

Heather StokesDirector of Sales and Marketing Operations, DYN

Marc PerramondVP of Product, InsideView

Rob NiesetProduct Marketing Manager, InsideView

#openlounge@InsideView @Dyn

What is InsideView?

#openlounge@InsideView @Dyn

Market intelligence can provide relevance and timing

DATA INSIGHTS CONNECTIONS

WHO Accurate company and

contact information

WHAT Curated news and

social posts

HOWComprehensive relationship map

#openlounge@InsideView @Dyn

#openlounge@InsideView @Dyn

Defining the objective…

“Create a full marketing pipeline to sales with accurate, complete, and normalized data on highly targeted prospects.”

#openlounge@InsideView @Dyn

A perfect storm of challenges

Lack of

Data tools

Missing Target

Accounts

Leads are

difficult to score and

route to sales

Inbound leads lacking required

information

NoData

Strategy

#openlounge@InsideView @Dyn

Compounded by process issues

1. When and how do we clean data?

2. How do we normalize records and get them to flow through to sales?

3. What tools should we be using?

#openlounge@InsideView @Dyn

The new approach

leads created automatically enriched routed to sales

Establish a workflow and regimen for new leads:

lead repositorydata analysis and

append

Clean and refresh existing marketing data:

#openlounge@InsideView @Dyn

The results

70% Match and Append

for existing demographic data

60% Match and Append

for new leads since June 2014

More leads going to

sales with more

conversions

more usable leads more effective routing more revenue

Q&A