Company Background:
Asigra is a technology company deploying a backup and recovery software platform to
an international prospect base across every size and vertical. Since 1986, Asigra's solution
has centralized and unified the data management challenges surrounding multi-site
backup, disaster recovery, and business continuity. Asigra has licensed over 100,000 software
installations worldwide.
Challenge:
Every single existing business needs to backup their data. How could Asigra effectively
reach the right people at the right buying time? Asigra has adapted their sales strategies
over the years from word of mouth referrals, to event driven attendee lists, to inbound web
inquiries, to hiring sales reps. Each methodology had its unique advantages and disadvantages
with throttled results.
Having used traditional business databases in the past, Asigra sales reps were still tethered
to the time wasting tasks of browsing the internet to find accurate, up-to-date information
in order to target the right people with the right frame of reference to engage in
meaningful introductory conversations.
Solution:
Find a tool that delivered targeted, current, and relevant company and contact information
directly into the hands of the outbound sales reps in order to eliminate the need for
rep-based research thereby empowering them to keep calling, talking, and selling. The
answer was Broadlook.
Results:
Asigra's outbound efforts have been transformed. "It all begins with Broadlook," says
Joel Mitchell, Inside Sales Manager. "We now have more targeted leads than we can
keep up with. We went from zero to six telemarketing representatives in one quarter
with no shortage of targeted accounts and contacts to pursue."
Using Broadlook Broadlook's Eclipse and Profiler solutions, Asigra has added over 15,000 companies
into their lead portfolio in a 10 state region and they've only just begun. "In our sales process,
we leverage sphere of influence selling techniques penetrating deep and wide within
each account. The approach requires us to have multiple and current points of contact
within each company. Broadlook's Profiler has empowered that strategy for us," said Joel.
Asigra tracks lead source conversion from calls to scheduled appointments to sales. "We
now have over 36,000 contacts that we are tracking through our process. We have been
able to consistently hit our appointment goals with the companies identified with Eclipse
and the contacts generated with Profiler. From there, it's up to us to close the business."
Not only has Asigra's opportunities accelerated exponentially, but the productivity of their
outbound team has been streamlined as well. "Our sales reps no longer need to spend
precious time manually researching for the right information. With Broadlook, they
are on the phones remaining revenue generating and engaging our future customers."
