An average click through rate nearly 50% higher than their typical programmatic channels

Challenge

CreditXpert Director of Performance Marketing, Chase Arvanitis saw the potential of account-based marketing (ABM) to increase both his pipeline and revenue.

“We’re a small team, so it’s important that we are strategic with our marketing efforts. This means prioritizing the right accounts, rather than casting a wide net and leveraging automation wherever it’s offered. Having used ZoomInfo before, I knew it could problem-solve the issue of extensive research and time spent on prioritizing and identifying our best-fit accounts,” said Arvanitis.

A successful ABM strategy relies on actionable data to create ideal customer profiles (ICPs) and automation to target prospective buyers more effectively with shorter sales cycles. Arvantis had experienced the accurate, real-time data of ZoomInfo that fuels their Marketing and Sales solutions. He knew that CreditXpert could implement it into their existing ABM programs.

“Having a solution that creates small bridges for a small company makes a huge difference. Sales provides the contact and intent data we need, while Marketing gives us the flexibility to try new things. The fact that these tools offer end-to-end sales and marketing alignment is what sets ZoomInfo apart.”

Chase Arvanitis
Director of Performance Marketing

Solution

CreditXpert integrated Marketing and Sales to align their sales and marketing efforts and engage high-value accounts and buyers on a larger scale. This facilitated closer collaboration between teams, supported by a unified platform and data, with optimized cost effectiveness.

CreditXpert relies on the ZoomInfo Enhance feature for accurate and functional contact data when deploying new campaign launches. Enhance ensures precise and up-to-date contact information, minimizing bounce-backs, and boosting the overall success of their marketing campaigns.

“We pull our enhanced lists from Sales into Marketing, and then run and test different campaigns. Marketing allows us to do this work in far less time, with very low risk, and no budget wasted. As a result, we have the ability to frequently innovate and iterate on our strategy,” said Arvanitis.

With Marketing and the right data at hand, the CreditXpert marketing team plays a crucial role in boosting conversion rates across the entire sales organization. They can effortlessly preload and adjust their ad spend with just a few clicks.

“There’s immediate satisfaction when logging into Marketing. I can see which companies we’re targeting with ads and then easily adjust our messaging to align with their pain points that Sales is telling us about. We can proactively and strategically get ahead of prospects and then monitor whether or not it reignites a sales conversation,” said Arvanitis.

The Funnel Report feature gives everyone a clear view of where target accounts are in the marketing funnel, benefiting both sales and marketing. This transparency sparks strategic conversations and alignment, allowing teams to be more flexible in reaching out and adapting quickly.

The Results

With ZoomInfo data, CreditXpert executes strategic ad campaigns targeting in-market buyers, which boosts the return on investment (ROI) for their ad spend. On average, they achieve a click through rate which is nearly 50% higher than their typical programmatic channels.

“Having a solution that creates small bridges for a small company makes a huge difference. Sales provides the contact and intent data we need, while Marketing gives us the flexibility to try new things. The fact that these tools offer end-to-end sales and marketing alignment is what sets ZoomInfo apart,” said Arvanitis.