Linking leads to accounts was very powerful. We were able to target everyone from when the accounts that we have in a database. Because normally, in ABM programs you have, say a list of named accounts and you would just target people who are under that account in Salesforce.

But quite often, you’re missing some people because not everyone was converted to that account.

Maybe new people coming in into the system from that account. Quite often, you know, you started a campaign for one account, there was some interest in that organization and new people are coming in because you know, your marketing is working and they want to learn more about your company, but they all come in as new leads.

They don’t get attached to the accounts. Right. And then you continue talking to that list of people that were in the account already, but you might have been missing a lot of other people who are maybe a bit more interested. So maybe they’re the decision makers, you know, and by linking all of these folks into the account, you may, we can make sure that it doesn’t happen, that we can actually target everyone who is associated with that account.

And sales people can see, okay, I have this account, there are 10 contacts on this account, but they’re also 20 leads that came in from this company.

And they can either call them, email them qualify and convert them to the account and boom, we have instead of 10, we have 30 people we can talk to. And that’s sometimes make or breaks, you know, a deal.

RingLead definitely did have an impact in our pipeline and revenue growth in terms of making sales teams more efficient. It prevented sales from wasting time on duplicates and on leads that come from customer accounts.

Before RingLead, if a new person comes in and it’s a looks again it looks like in your name and new person and it would be routed to the new business developers and business developers team and they would start working that lead to find out that it’s actually a person from a customer account.

And then he has, if she has to route that person back to the corresponding account, that the corresponding account manager. Now that takes time. If you have a few thousands of cases like this in the week, you’re wasting a few hours a week just making sure that people go to the right sales reps. And we removed that problem by making sure that we don’t have duplicates in the first place and that we link new people to the correct accounts from the start.

Our boarding became more accurate for sure because we are able to tell how many truly new names or new logos we brought in into the system. How many customer requests came in, how many new company names came in. Before we had RingLead, it was very difficult to say what was the number? Because we have a lot of large accounts and we have requests coming in from just new people at those accounts. So they’re the work in that large company, but they were never known before they come in.

And before we had RingLead, they would look to us that it’s a new request, the second you load the request. And especially when they, you know, they might type bbh it into company name in different format. So it’s difficult to catch that is actually existing out. And it was RingLead made with the link to account association feature. We were able to kind of solve this problem and made sure that oldest people get connected to the good link to the corresponding account and people who are not linked to corresponding accounts, we know that they’re usually new people. So, we’ve been seeing very good financial results the past three years, so we must be doing something right.