The Company We Keep

DiscoverOrg Case Study

Background

DiscoverOrg, a three-time Inc. 500 company, provides top marketers and sales professionals access to the most accurate information. From contact data to organizational charts to upcoming projects on their target accounts, DiscoverOrg helps move the needle for sales and marketing groups of all sizes.

The DiscoverOrg service covers over 20,000 Fortune-Ranked, Mid-Market, SMB, University, and Government Organizations. These are the largest buyers of technology in the world. Their clients achieve shorter sales cycles, more revenue from each account, higher marketing campaign success rates, and a lower cost of sales.

Challenge

DiscoverOrg was doing very well, having been featured on the Inc. 500 list for three consecutive years. But they weren’t satisfied. They wanted to grow even faster, but doing it internally didn’t feel like the best approach, as they did not have the internal expertise for inside sales. They needed external help.

Data
Operations
Sales

Approach

Inside Sales Team started by integrating with DiscoverOrg, implementing new marketing programs that strive for creative and effective results. A close-working relationship was at the heart of the approach. Inside Sales Team complemented the strengths of the internal team and supplemented their efforts with data, intelligence, and sales operations.

Sourcing
Intelligence
Connect

Result

This partnership has been a resounding success for the DiscoverOrg team. They cite new meeting counts and quality as being better than expected, with outstanding lead-to-opportunity conversion rates and visibility with clients that they could not have received without the help of Inside Sales Team.

Wins
Opportunities
Conversion Rate
Inergex Case Study

Background

Inergex is an IT image-changing company helping IT leaders in mid- and enterprise-sized organizations around the country reduce tactical burdens and unnecessary costs that can disrupt IT’s ability to drive business innovation. They do this by applying advanced and creative approaches in areas such as IT Service Management / ServiceNow, Managed Services, Project Management, Business Intelligence / Data Warehousing and Application Development.

With 14 years of experience in IT, Inergex has achieved impressive year-over-year growth and has been recognized on the Inc. 5000 list of fastest growing companies and as a nominee for Best Places to Work in WNY. They specialize in several industries, and they have in-depth experience in healthcare, manufacturing, and financial sectors.

Challenge

Inergex needed to expand nationally with a new offering in IT services. Although quite successful regionally, Inergex’s national customer base was small. Inergex had been selected by ServiceNow to do high-level implementations on a national basis. Competition was stiff, with other players having built tremendous name recognition over many years.

Experience
Competition
Reach

Approach

Inergex had intimate expertise using the ServiceNow platform as both an implementation partner and a customer. This relationship was leveraged to spread awareness of their intended expansion. Inside Sales Team would support Inergex’s expansion by setting meetings, supporting events and providing market intelligence to further refine approaches and launch targeted marketing campaigns.

Supporting Events
Connecting
Intelligence

Result

A high volume of high-quality first meetings with a terrific conversion rate to opportunities, and active sell cycles. More than $1 million in business sold in less than six months. Built a multi-million dollar pipeline with great potential for future business.

Wins
Opportunities
Conversion Rate
Liazon Case Study

Background

Liazon Corporation was founded in 2007 to address the myriad of problems inherent in employee benefits by creating an entirely new retail model. Liazon now serves more than 2,000 companies across 23 states, ranging in size from micro-employers to companies with over 2,500 employees. The company has saved employers millions of dollars while expanding employee choice and coverage through its Bright Choice Exchange, where employees buy benefits online that fit their individual needs using money allocated by their employer.

Employees get access to an array of benefit choices that are superior to what even Fortune-500 companies offer, including a variety of health care plans, dental, vision, critical illness, and even telemedicine. The Bright Choices Exchange educates employees about coverage options, guides them to make the right decisions, and helps them buy and manage all of their benefits using friendly technology and individualized support.

Challenge

Liazon’s flagship product, the Bright Choices® Exchange, is an online benefits store that is changing the way employers and employees buy benefits. As a startup, they had high hopes for their ability to provide a private healthcare exchange and to fix the broken benefits delivery model. Liazon began working with Inside Sales Team to help build sales and marketing efforts.

Technology
Marketing
Sales

Approach

Inside Sales Team acted as Liazon’s consistent marketing engine for more than three years, taking the time to become experts in their industry and individual markets. Their ability to drive awareness and sales activity in a market quickly and cost-effectively was critical to Liazon gaining traction in their national expansion.

Awareness
Email Marketing
Sales

Result

Over a three-year period, Liazon signed more than 3,000 new customers and more than 400 reseller partners across the country; Inside Sales Team contributed to about 35% of these opportunities, proving to be the most effective method. In 2014, Liazon was acquired by Towers Watson, a leading global human resources firm, for $215 million.

Customer Acquisition
Opportunities
Portfolio

Words from some clients

“We’ve worked with a few appointment-setting firms in the past. While they were able to land meetings, we could never get the ROI we were looking for. Inside Sales Team had a completely different approach. Their strategic-versus-tactical approach helped us build a pipeline. They integrated with our in-house processes and teams, and learned our company from the inside out. They bring us new ideas, fresh perspectives and they absolutely execute on every commitment they make. Inside Sales Team allows us to identify and capitalize on market opportunity quickly and cost-effectively, which is driving rapid growth for our organization.”
“Working with Inside Sales Team felt like a no-brainer. Their historical results, operational foundation, cost structure and performance guarantees were very compelling. They were structured for full integration and totally connected to our outcomes as a company—a real partner. Inside Sales Team was a big factor in our company having our best year ever in 2014, and our best month ever in December 2014. The program is producing opportunities and wins that we would not have had the capacity to get in front of on our own. This is a long-term relationship and we’re experiencing great results in a short period of time.” Read the full letter
“We engaged with Inside Sales Team because we were tired of not living up to our potential. Inside Sales Team was the final piece for us to realize what was missing. I kept wondering, Why am I paying my high-priced outside sales reps to get appointments? Leveraging Inside Sales Team allowed me to scale without hiring the scale. The result has been a rapid, successful and cost-effective expansion.”
"I can’t say enough about the culture of Inside Sales Team and the operational capabilities of their organization. They not only delivered on their promise of new sales and market awareness, but they also assisted us in building a modern, well run sales and marketing organization from an operational standpoint. Their best practices, experience, and roll-up-the-sleeves approach helped us build the foundation we needed to support an aggressive and fast paced sales expansion." Read the full letter
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