15% increase in pipeline

Challenge

In an era where accurate and dynamic datasets are the lifeblood of modern business, The Hackett Group was in need of a unified, in-depth system of data with insights and software to drive pipeline and enable automation within their go-to-market strategy.

The marketing department at The Hackett Group was conducting a vendor review as their current contract was nearing the end. They were looking for a more robust platform with best-in-class data, more advanced features, and technology to fuel their company-wide initiatives.

“Our old provider’s database was stale and there wasn’t a way for us to automate data enrichment,” said Ileana Gheorma, Global Marketing Director of Demand Generation and Analytics at The Hackett Group. “It wasn’t a sustainable solution. We needed more than just a database.”

The Hackett Group understood that in order to meet the needs of their growing business, they would need a partner who could offer rich integrations, actionable insights, and a robust go-to-market operating system.

“Nobody can deny the impact ZoomInfo has on our teams. We’re always looking for ways to consolidate our tech stack and streamline productivity, and ZoomInfo allows us to do just that.”

Ileana Gheorma

Global Marketing Director of Demand Generation and Analytics at The Hackett Group

Solution

“After researching different providers and doing our due diligence, we decided to move forward with ZoomInfo, not just for their data quality, but also for the automation and workflows that exist within the ZoomInfo universe,” explained Gheorma.

With ZoomInfo, The Hackett Group has significantly improved data hygiene within their CRM. By implementing ZoomInfo Enrich, they’ve been able to automate data enrichment, giving them a full view of their customers and prospects in real-time. “We no longer have to waste time or resources manually updating or verifying data,” explained Gheorma. “Our sales and marketing teams are now confident that the data they are working off of is reliable and actionable.”

Additionally, ZoomInfo Scoops has helped The Hackett Group’s sales and marketing teams stay up-to-date on new projects and initiatives, executive hires, product launches, and major changes within their target accounts. “Scoops allows us to lead well-informed conversations and craft relevant messaging that will resonate with our target accounts. This feature has helped us tremendously,” said Gheorma.

Results

With access to ZoomInfo’s suite of solutions, The Hackett Group has brought actionable company insights and contacts into their omnichannel marketing strategy.

“With the data intelligence we get from ZoomInfo, we’ve been able to create a successful Account-Based Marketing (ABM) structure, to ensure every prospect receives a 1:1 experience and only sees content that is most relevant to them at the moment.”

“We’ve identified nearly 2,000 new accounts and 15,000 new contacts that fit within our ICP in just the first year and a half since we partnered with ZoomInfo. This translates to a 15% increase in our pipeline, which is amazing to see,” said Gheorma.

The Hackett Group is on a strong trajectory to keep growing year over year. “Nobody can deny the impact ZoomInfo has on our teams. We’re always looking for ways to consolidate our tech stack and streamline productivity, and ZoomInfo allows us to do just that.”