Demandbase Case Studies Navisite's Successful Digital Transformation with Demandbase

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	Navisite's Successful Digital Transformation with Demandbase Demandbase

Navisite's Successful Digital Transformation with Demandbase

Demandbase

Technology Category	Application Infrastructure & Middleware - Database Management & Storage Infrastructure as a Service (IaaS) - Cloud Databases
Applicable Industries	Cement Equipment & Machinery
Applicable Functions	Product Research & Development Sales & Marketing
Use Cases	Cybersecurity Inventory Management
Services	Cloud Planning, Design & Implementation Services
Challenge	Navisite, a provider of IT infrastructure services, faced a significant challenge when they merged four companies together. Their CRM data, which they relied on to identify prospects and target them with appropriate products, was in disarray. They had six account records for every account, numerous duplicate contacts and leads, and a mix of processes for maintaining the data. The company uses company size and industry data to identify prospects that fit their ideal customer profile (ICP) and to determine the best solution and go-to-market strategy. However, the unreliable data meant their reps were wasting hours on research and often missing the mark. The primary challenge was to clean up the data. Read More
About Customer	Navisite is a trusted partner for digital transformation for growing and established global brands. They offer highly specialized teams, industry solutions, business process expertise, and application services. They provide the capabilities and practical guidance customers need to modernize, build, and support more agile, resilient, and expanding businesses. Their strategic advisory and transformation services advance innovation with comprehensive cloud, enterprise application, data management, intelligent automation, and cybersecurity solutions, empowering customers to navigate change and meet new demands at any point in their journey. Read More
Solution	Navisite chose Demandbase as their data provider. They started with a few licenses of Sales Intelligence for a handful of sales reps. Once they saw the richness of the data and its ease of use, they expanded their number of licenses and added Data Integrity, Demandbase’s automated data management solution. The first step was to clean up their CRM data. They used Data Integrity to remove all the duplicate records from their bloated database, and then to clean, refresh, and enrich the remaining data. With a smaller, cleaner database, plus additional insights from the Sales Intelligence such as intent signals and technographic data, their reps now trust the data and most use it every day. Navisite’s sales and marketing teams are now using their CRM data, cleaned and augmented by Demandbase, to fuel their funnel from top to bottom. Read More Log in to view content
Contents

Technology Category

Application Infrastructure & Middleware - Database Management & Storage

Infrastructure as a Service (IaaS) - Cloud Databases

Applicable Industries

Cement

Equipment & Machinery

Applicable Functions

Product Research & Development

Sales & Marketing

Use Cases

Cybersecurity

Inventory Management

Services

Cloud Planning, Design & Implementation Services

Challenge

Navisite, a provider of IT infrastructure services, faced a significant challenge when they merged four companies together. Their CRM data, which they relied on to identify prospects and target them with appropriate products, was in disarray. They had six account records for every account, numerous duplicate contacts and leads, and a mix of processes for maintaining the data. The company uses company size and industry data to identify prospects that fit their ideal customer profile (ICP) and to determine the best solution and go-to-market strategy. However, the unreliable data meant their reps were wasting hours on research and often missing the mark. The primary challenge was to clean up the data.

About Customer

Navisite is a trusted partner for digital transformation for growing and established global brands. They offer highly specialized teams, industry solutions, business process expertise, and application services. They provide the capabilities and practical guidance customers need to modernize, build, and support more agile, resilient, and expanding businesses. Their strategic advisory and transformation services advance innovation with comprehensive cloud, enterprise application, data management, intelligent automation, and cybersecurity solutions, empowering customers to navigate change and meet new demands at any point in their journey.

Solution

Navisite chose Demandbase as their data provider. They started with a few licenses of Sales Intelligence for a handful of sales reps. Once they saw the richness of the data and its ease of use, they expanded their number of licenses and added Data Integrity, Demandbase’s automated data management solution. The first step was to clean up their CRM data. They used Data Integrity to remove all the duplicate records from their bloated database, and then to clean, refresh, and enrich the remaining data. With a smaller, cleaner database, plus additional insights from the Sales Intelligence such as intent signals and technographic data, their reps now trust the data and most use it every day. Navisite’s sales and marketing teams are now using their CRM data, cleaned and augmented by Demandbase, to fuel their funnel from top to bottom.

Impact #1	The implementation of Demandbase's solutions has brought significant operational benefits to Navisite. The company has managed to reduce the size of their database beyond expectations, eliminating hours of manual research. With reliable company firmographics, technographics, and intent data at their fingertips, Navisite sales reps have all the data they need to know who they should target, what they should sell, and when they should reach out. The marketing team can also target and time their outreach campaigns to bring more qualified prospects into the top of the funnel. Furthermore, Navisite saved approximately $50,000 on generating account plans by using Demandbase Sales Intelligence family trees. The adoption rate of the solution has been exceptional, with 97% of reps using the Demandbase sales intelligence solution at least once a week and over 80% using it every day.

Impact #1

The implementation of Demandbase's solutions has brought significant operational benefits to Navisite. The company has managed to reduce the size of their database beyond expectations, eliminating hours of manual research. With reliable company firmographics, technographics, and intent data at their fingertips, Navisite sales reps have all the data they need to know who they should target, what they should sell, and when they should reach out. The marketing team can also target and time their outreach campaigns to bring more qualified prospects into the top of the funnel. Furthermore, Navisite saved approximately $50,000 on generating account plans by using Demandbase Sales Intelligence family trees. The adoption rate of the solution has been exceptional, with 97% of reps using the Demandbase sales intelligence solution at least once a week and over 80% using it every day.

Benefit #1	Reduced account records by 85%, contacts by 66%, and leads by 50%
Benefit #2	80% of reps use Demandbase Sales Intelligence daily
Benefit #3	Avoided $50K spend on a consultant

Benefit #1

Reduced account records by 85%, contacts by 66%, and leads by 50%

Benefit #2

80% of reps use Demandbase Sales Intelligence daily

Benefit #3

Avoided $50K spend on a consultant

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Overview

Navisite's Successful Digital Transformation with Demandbase

Operational Impact

Quantitative Benefit