Significant increase in MQLs and a quicker conversion rate
Challenge
Running go-to-market motions with bad data limits the value organizations are able to get from their sales and marketing strategies, leading to greater frustrations and missed targets. This was an obstacle Remesh’s leadership team was looking to overcome.
“To maximize productivity and efficiency you need high-quality data at the foundation of your go-to-market strategy,” explained Daniel Ben-Atar, Senior Manager Data & Revenue Systems at Remesh. “We knew this to be true, however, there was a time when the data in our CRM was stagnant, limiting us from making insightful, data driven decisions.”
Prior to bringing on ZoomInfo Remesh had been leveraging data from a competing business intelligence vendor. However, neither the quality or quantity of the data was meeting their needs or expectations. “We reevaluated our options and ultimately chose ZoomInfo because their data is second to none. We did our research, and I can confidently say they have the richest, most accurate data set in the industry.”
“We are all in on ZoomInfo. So much so that when a new sales rep is hired, they go through an onboarding training that is solely focused on how to leverage ZoomInfo in their day-to-day workflows. Whether or not we close a deal is up to us, but without ZoomInfo those opportunities wouldn’t exist. That’s how powerful of a resource it is.”
Daniel Ben-Atar
Senior Manager of Data & Revenue Systems at Remesh
Solution
To help enhance and scale their database initiatives, Remesh turned to ZoomInfo’s automated data enrichment capabilities to ensure the data within their CRM is always actionable. “Data changes every minute of every day which is why ongoing, automated data enrichment is a vital piece of a successful database management strategy,” said Benjamin Roach, Revenue Operations Manager at Remesh. “With ZoomInfo we now have a 360-degree view of our customers and prospects in real-time.”
Additionally, with the combined power of Intent, Scoops and Workflows, Remesh’s sales team is armed with the data, intelligence, and technology they need to work smarter and become more effective at closing deals and hitting their numbers. “When it comes to our sales team, ZoomInfo is their starting point. Whether they are prospecting in the US, APAC or EMEA, ZoomInfo is the go-to for identifying the best fit prospects that are ready to buy, now,” said Ben-Atar.
Remesh’s marketing team is also leveraging ZoomInfo to bring actionable company insights and contact data to their omni-channel marketing strategy. “Our Marketing team is really excited about the value they are seeing from ZoomInfo’s Intent data which they’ve been using to fuel their ABM initiatives,” explained Ben-Atar.
The Results
ZoomInfo offers Remesh a single source of truth to drive operational efficiencies and improve business outcomes. With both sales and marketing working out of the same database, Remesh has significantly improved their go-to-market motion. “ZoomInfo has helped us simplify internal workflows, level up our prospecting strategy and maximize success from our sales and marketing efforts,” said Roach.
Since bringing on ZoomInfo, Remesh has reported seeing a significant increase in MQLs, a quicker conversion rate from Lead to Opportunity with Zoominfo’s accurate data, and has helped increase Account expansion across channels.
“We are all in on ZoomInfo. So much so that when a new sales rep is hired, they go through an onboarding training that is solely focused on how to leverage ZoomInfo in their day-to-day workflows. Whether or not we close a deal is up to us, but without ZoomInfo those opportunities wouldn’t exist. That’s how powerful of a resource it is,” said Ben-Atar.
“ZoomInfo is a superpower for sales reps. I think it would be very difficult for a salesperson to do their job without it,” said Roach.
