Demandbase
Case Studies
Accela Boosts Sales and Pipeline Growth with Demandbase One
Overview
Accela Boosts Sales and Pipeline Growth with Demandbase OneDemandbase |
Infrastructure as a Service (IaaS) - Cloud Computing Platform as a Service (PaaS) - Application Development Platforms | |
Cement Oil & Gas | |
Procurement Sales & Marketing | |
Track & Trace of Assets | |
Cloud Planning, Design & Implementation Services | |
Operational Impact
The implementation of Demandbase led to several operational improvements for Accela. The company saw their pipeline grow as they worked towards strengthening the relationship between sales and marketing. Accela marketing trained the sales team on using Demandbase to take advantage of the insights provided to make insteps into new accounts. This increased the sales team’s chances of creating more significant engagement with accounts and growing potential pipelines. Accela also integrated Demandbase into Salesforce, making the sales team efforts more efficient. The integration allowed the company’s business development representatives to have easy access to the information they needed in a place they already worked in daily. Accela now uses Demandbase to track competitive keywords their accounts are currently searching on, so the sales team is informed on potential competitors on each opportunity. The improved relationship between sales and marketing played a huge role in the success of Accela’s ABM program. | |
Quantitative Benefit
Sourced 15% of its pipeline in 12 months | |
Increased new target account visibility by 38% | |
Increased target account reach to 74% | |