Decrease in Sales Cycle

Challenge

For today’s sales and marketing teams, actionable and accurate data are paramount to the performance and production needed to scale. A well-constructed tech stack enables these teams to deliver more valuable outputs, ultimately contributing to the growth and revenue of the company.

After parting ways with an alternate data provider, Kronologic set out to find a solution that could offer the depth and breadth of data they needed to connect with prospects and grow their business.

“With our go-to-market strategy, we found that there are very specific segments of personas we needed to target; not just the marketing persona or just the sales persona, we actually need the exact role within the team in order to be most effective,” explained Scott Logan, SVP of Marketing at Kronologic.

“Since bringing on ZoomInfo, we’ve seen a steady increase in opportunities and pipeline generated. ZoomInfo enables our sales and marketing teams to be aligned on the best prospects to target resulting in time saved and more deals closed.”

Scott Logan

SVP of Marketing at Kronologic

Solution

Scott had previously used ZoomInfo at a former organization and advocated to bring it to Kronologic after experiencing the benefit it could have on their sales and marketing initiatives. “In terms of data quality and quantity, there is no one else that compares.”

Today, Kronologic leverages ZoomInfo’s unified system of data, insights, software and integrations to identify, engage and convert customers, faster than ever before. “With ZoomInfo, we’re finding more of the right people and we’re targeting them with custom messaging, speaking to their exact needs. Our engagement rates are up and we’ve even seen an overall decrease in our sales cycle,” said Abby Orlosky Director, ABM and Demand Generation at Kronologic.

With ZoomInfo’s data enrichment capabilities, Kronologic is augmenting existing firmographic and demographic data from tradeshow and conference lists. “We’re using ZoomInfo’s enrichment capabilities to augment lists we get from tradeshows and conferences,” said Orlosky. “Typically when we get these lists they aren’t actionable. They’re always missing data, or include outdated contacts. ZoomInfo brings these lists back to life and gives us an additional layer of detailed and in-depth insights around those companies and contacts.”

In addition to comprehensive and insightful business intelligence and data enrichment capabilities, Kronologic was looking to surface insights from key deals to build a stronger data-driven strategy. Enter Chorus, ZoomInfo’s conversation intelligence tool which leverages next-generation natural language processing and voice analytics to give organizations a full picture of every digital interaction they are having with their prospects and customers.

“Chorus allows us to capture the voice of our customer and gain visibility into our team’s overall performance. We use it for onboarding new reps, training our sales teams, and showcasing best practices. We’re also monitoring anytime a prospect mentions a competitor on a call so we can keep tabs on market perception,” said Logan.

The Results

With deep insights powering their go-to-market strategy and first-hand access to the voice of their customer, Kronologic is driving efficiencies, alignment, and repeatable processes across their organization. ZoomInfo will continue to be an integral part of Kronologic’s go-to-market strategy and has proven to be a valuable investment.

“Since bringing on ZoomInfo, we’ve seen a steady increase in opportunities and pipeline generated. ZoomInfo enables our sales and marketing teams to be aligned on the best prospects to target resulting in time saved and more deals closed,” explained Logan.

With the right technology and intelligence in place, Kronologic can focus on what they do best: empowering their customers to set revenue generating meetings at scale.