3x increase in Qualified Pipeline

Challenge

For any rapidly growing B2B company, understanding the total addressable market (TAM) is key to success and strategic growth. iProov knew this challenge firsthand and was looking to partner with a data intelligence platform that could provide them with key insights to help them further define and refine their TAM.

“We needed a robust data source to empower us with the intelligence and insights to uncover our best fit opportunities in Europe and globally. Once we identified those opportunities, we would then need to be able to identify individual prospects and key stakeholders within the organization,” explained Jonathan Carney, VP of Revenue Operations at iProov.

In looking for a solution that met their needs, it was imperative for iProov that the data was not only accurate and comprehensive but that it was collected in a compliant way as compliance is an integral part of their DNA as an organization.

In the long run, iProov was committed to creating alignment within their organization and knew that ZoomInfo would be a key component of ensuring their overall success.

“ZoomInfo acts as an engine that helps us drive key decisions at the executive level. Now that we understand the markets and verticals that we perform best in, we are able to strategically plan and forecast for the upcoming quarters. We’re even using this intelligence to justify the headcount of the business as we look to scale both our sales and marketing teams.”

Jonathan Carney

VP of Revenue Operations

Solution

With ZoomInfo, iProov now has a deeper understanding of their key target vertical markets. “Thanks to ZoomInfo both our sales and marketing divisions have an in-depth understanding of the core attributes that define our target market and ideal buyers.

“ZoomInfo acts as an engine that helps us drive key decisions at the executive level. Now that we understand the markets and verticals that we perform best in, we are able to strategically plan and forecast for the upcoming quarters. We’re even using this intelligence to justify the headcount of the business as we look to scale both our sales and marketing teams.”

“The biggest benefit of ZoomInfo is having access to accurate data at our fingertips. There’s no more guesswork and ambiguity involved in where opportunity lies or where to allocate resources from a business standpoint. With ZoomInfo, we’re driving more predictable, accelerated and sustainable growth.”

The Results

With a clear TAM, a strong go to market strategy, and accurate data with a global reach, iProov is experiencing their highest year in revenue to date. Leveraging ZoomInfo has allowed them to identify customers in markets they didn’t know existed.

“We ran a highly targeted campaign in Australia driven by ZoomInfo’s data and added £2.7 million ($3.6 million US) in Qualified pipeline, of which £500k ($684k US) has already closed this year from this market alone. Since implementing ZoomInfo, iProov has been able to increase Qualified pipeline by 3x, in large part thanks to better understanding their TAM and receiving actionable data through the ZoomInfo platform”.

“What impressed me from day one was that ZoomInfo was genuinely interested in understanding the challenges we were facing as a business, what our objectives were, and were dedicated to helping us achieve those goals,” says Carney.