150% increase in meetings booked per month

Challenge

After gaining some solid traction in the United Kingdom and the United States, Dragonfly AI was looking to start building their path from seed to Series A funding. However, in order to achieve this milestone, the team knew they would need to implement effective processes and strategies to help their sales team build pipeline and drive revenue.

Harry Hembrow, Director of Sales at Dragonfly AI, oversees Dragonfly AI’s Sales team and is based in London, U.K. He was initially brought on to build an outbound function from the ground up and has since built the team from just himself to eight sales representatives. His team primarily targets accounts across Europe and the United States, but are beginning to expand into APAC as well.

“I was asked to build a foundation for sustainable and repeatable success. Things were moving fast for Dragonfly AI and there was a lot of pressure to deliver immediate results,” explains Hembrow.

“To maximize success, I needed a combination of a few things: the best data quality and broad data coverage as we are prospecting globally. Lastly, I needed the data to seamlessly integrate into our tech stack so my team could reach peak productivity.”

Initially, Harry and his team used a few different tools to build out their pipeline, but there wasn’t one source that was able to fit all their needs.

“Prior to ZoomInfo, we worked with a few of their competitors but they all required a level of manual work only to produce mediocre results. The usability of their platforms and the data quality weren’t up to par. My team was still spending 80% of their time building targeted lists to prospect into,” explains Hembrow.

“Prior to ZoomInfo, each salesperson was booking around 8 meetings per month. Today, with ZoomInfo powering our tech stack, each member of our sales team is booking 20 meetings per month. It’s outstanding, that’s a 150% increase. We’ve also seen a 30% drop in bounce rates which speaks volumes about ZoomInfo’s data quality versus its competitors.”

Harry Hembrow

Director of Sales at Dragonfly AI

Solution

“Once we met with the team at ZoomInfo and experienced their offering first-hand, I was thoroughly impressed.”

Harry ultimately decided to move forward with ZoomInfo, specifically for the level of data quality, the global coverage, and robust integrations.

“Since we’ve started leveraging ZoomInfo, my sales representatives are working more effectively. ZoomInfo has freed them from manual processes and gatekeepers. Previously, the team would spend a majority of their time searching for individual contact data that wasn’t always up-to-date.”

“ZoomInfo’s advanced filters capabilities has helped the team create more specific workflows that target key internal stakeholders. Our Sales Representatives are now spending more time dialing, making connections, and closing deals which is exactly what we need to drive growth for the organization,” notes Hembrow.

Leveraging ZoomInfo’s integrations with their CRM and sales engagement system, the sales team at Dragonfly AI has been able to condense the number of manual steps in their prospecting process.

“The integrations are seamless and allow for the different technologies we use to cohesively work together to drive efficiency and productivity.”

The Results

Although Dragonfly AI officially started using ZoomInfo just a few months ago, the team has already achieved an impressive spike in pipeline growth.

“Prior to ZoomInfo, each salesperson was booking around 8 meetings per month. Today, with ZoomInfo powering our tech stack, each member of our sales team is booking 20 meetings per month. It’s outstanding, that’s a 150% increase. We’ve also seen a 30% drop in bounce rates which speaks volumes about ZoomInfo’s data quality versus its competitors,” explains Hembrow.

Harry and his team are leveraging the power of ZoomInfo’s Neverbounce technology in their outbounding efforts, which helps support the drop in bounce rates. With Neverbounce, email addresses are automatically verified to ensure your team never collects a fake email address again. Since much of the work Harry’s team focused on prior to ZoomInfo was manual, they can now feel confident in the contact data used for outreach.

“Needless to say, we’re really happy with ZoomInfo. Whether we’re prospecting in Europe or the US, the data is solid and reliable and integrates seamlessly into our tech stack. My initial goal was to create an outbound function that focused on selling activities, like dialing and creating connections, rather than manual tasks that would slow us down. Thanks to ZoomInfo, we’re doing just that and continuing to hit new milestones.”