5x ROI and Tripled Headcount with Sales

Challenge

The company experienced outstanding growth in 2022. To maintain this momentum, Mitch January, Director of Revenue Operations, and Kevin Cribbs, Director of Sales Development, wanted to find a data solution that would improve sales productivity and accelerate pipeline growth. The goal was to give their reps more accurate data, better insights, and streamlined prospecting efforts — to double their revenue growth in a year.

“We had experienced the power of ZoomInfo while working at another company. We know how crucial it is to have data that allows reps to identify, prioritize, and engage with prospects more efficiently. It was really a no-brainer to invest in Sales, given its effectiveness and ability to fuel our revenue goals,” said January.

“Sales has supercharged our growth potential. To date, we are seeing 5 times the ROI, given the number of new accounts it has surfaced for us. Pipeline has grown significantly, and the team has far exceeded revenue targets from the previous year.”

Mitch January

Director of Revenue Operations

Solution

BuildOps uses Sales for efficient and effective prospecting in a competitive market. With access to actionable business intelligence and advanced filters, their reps are able to find the right people at the right time. This means less manual research and higher connection rates. And with the ability to initiate conversations with intent data insights, their sales teams can quickly close deals — often before competitors even know about the opportunity.

“Sales is helping us identify and prioritize the companies that would benefit most from working with us,” said January. “With Intent, we’re able to uncover buying signals that would otherwise not be visible to us. This gives us a competitive advantage. Our reps can see exactly when someone is in the market for our solution, and timing is everything when it comes to sales.”

The Results

“Sales has supercharged our growth potential,” said January. “To date, we are seeing 5 times the ROI, given the number of new accounts it has surfaced for us. Pipeline has grown significantly, and the team has far exceeded revenue targets from the previous year.”

“Since using ZoomInfo, we have tripled the headcount of our SDRs. Sales has helped prove the value of the SDR role, and has caused the company to dedicate more resources to the team. This would not have been possible if there weren’t enough accounts and contacts to reach out to — that’s the difference of Sales.”

Sales continues to fuel opportunities for BuildOps. It has boosted both their revenue and the growth of their SDR team. They’re already looking ahead to the next opportunity to exceed their number.