Overview

A leading B2B SaaS product firm specializing in risk management solutions, relied heavily on quarterly promotional campaigns to acquire new accounts and renew existing ones. With a diverse CRM database of contacts ranging from influencers to decision-makers, they faced the challenge of ensuring outreach to the correct individuals within targeted accounts. Maintaining accurate and up-to-date contact data was crucial for their sales and marketing efforts, as it directly impacted campaign effectiveness and customer relationships.

Challenges

The client approached Xtract.io as they encountered several challenges in their sales engagement process, such as,

• Verify whether contacts remain in the same position and company.
• Retrieving updated contact information for targeted positions within accounts.
• Ensuring the accuracy and freshness of contact data to enhance sales efficiency.

The XDAS Approach

To address the client’s challenges, we implemented our innovative XDAS solution focused on maintaining the freshness of their contact data:

Integration and Data retrieval

We integrated the client’s CRM database using a specialized connector asset, enabling the retrieval of existing contact data, including names, titles, and LinkedIn profile IDs.

Data comparison

A search query was constructed for the Google search engine to retrieve the latest indexed information about each contact from LinkedIn sources. We initiated a comparison process to assess whether the input data had undergone any changes.

Contact information update

Upon detecting changes, a subsequent stage was triggered to retrieve the latest contact information for individuals occupying the same position within their respective companies.

Results

The implementation of XDAS yielded significant results for the client:

• Enhanced data freshness: The client achieved higher data freshness by regularly updating contact information from LinkedIn sources, ensuring accuracy in their outreach efforts.
• Improved sales efficiency: With accurate and up-to-date contact data, the client’s sales team could engage with the right contacts more effectively, streamlining their sales cycle and improving overall campaign effectiveness.
• Better customer relationships: Maintaining accurate contact information allowed the client to build stronger relationships with customers and prospects, increasing satisfaction and loyalty.

Our innovative approach addressed the client’s immediate challenges and provided a scalable solution for maintaining data freshness and optimizing sales engagement in the long run.