50% growth in pipeline generation by the Digital Sales team

Challenge

For organizations prioritizing growth, a high-performing sales team is a key component to achieving and exceeding revenue targets. Recognizing this, Radware’s leadership team was in search of a solution to support their revenue strategy, boost productivity, and increase the impact of their digital sales organization.

Lovely Martinez, Head of Digital Sales for Radware’s North American division, was eager to fuel the Digital Sales team’s success and intent on making strategic decisions To maximize the team’s output, without adding headcount. Knowing that improving productivity and executing on an ambitious prospecting strategy was a top priority, Martinez turned to ZoomInfo’s Sales for its robust sales intelligence and automation capabilities. It became clear this was a solution that would provide an efficient way to identify and engage with potential customers who were most likely to invest in Radware’s solutions.

“The greatest benefit of ZoomInfo Sales is the ability to enhance the productivity of the Digital Sales team, while keeping headcount flat. It’s created significant value for the team itself, accelerated performance of individual contributors, and has solidified the role that the team plays in supporting the continued growth of our organization.”

Lovely Martinez

Head of Digital Sales for Radware’s North American Division

Solution

“With the ZoomInfo Sales solution, we not only have access to decision-makers, but we’re armed with real-time buying signals that allow us to uncover and prioritize sales-ready prospects,” says Martinez. “In addition to helping us hone in on which accounts to target, insights from ZoomInfo’s Intent data and Scoops give my reps the opportunity to effectively personalize their outreach.”

Radware’s go-to-market teams use the WebSights feature in Sales to better understand who is visiting their website, and when. “We’re looking at who is visiting our website, what pages they are going to and then building relevant campaigns designed to effectively target those prospects,” explained Martinez.

ZoomInfo Chat has also played a vital role in increasing meetings and opportunities for the Radware digital sales team. Martinez stated, “We launched Chat on our website to accelerate speed to lead and to provide a digital experience to our existing and prospective customers. By combining Chat’s capabilities with the insights we obtain from Sales, we can deliver tailored messages that directly relate to our website visitors’ interests. We’re also using this as a channel to encourage visitors to book meetings with our digital sales team and so far, it’s proved to be effective.”

The Results

In just one year, Radware’s investment in ZoomInfo resulted in 50% growth in pipeline generation by the Digital Sales team in North America and a 23% increase in the number of meetings and opportunities created by the same group. As a result, the Digital Sales team received exemplary recognition and was invited to participate in Radware’s Circle of Excellence for the first time in Radware history.

“The greatest benefit of ZoomInfo Sales is the ability to enhance the productivity of the Digital Sales team, while keeping headcount flat. It’s created significant value for the team itself, accelerated performance of individual contributors, and has solidified the role that the team plays in supporting the continued growth of our organization,” says Martinez.