Case Study A Cloud Based CRM Software Solution Company SaaS Offering CRM Solutions Headquarter USA Revenue $29.32B Established 1999 OceanFrogs Products Used GCC Intel Context & Company Profile World’s top listed customer relationship management (CRM) platform helps sales, marketing, commerce, and IT teams work as one from anywhere in the world! Challenges Targeting GCCs and […]
Case Study
A Leading test automation platform
SaaS Offering
Test Automation
Cross Browser Testing
App Testing
Web Automation Testing
Geography
USA, Europe, India, APAC & Middle East
Revenue
$70M
Established
2017
OceanFrogs Products Used
A cloud-based cross-browser testing tool that lets you perform manual and automated cross-browser testing for web applications across operating systems, browsers, and devices.
This test automation platform has more than 600 daily sign-ups from small and medium companies, enterprises, and IT services companies, students and researchers, and even freelancers.
The inside sales team consists of 50 people. It takes time to enrich and qualify more than 600 leads a day. Ideally, leads should be approached as soon as possible. Hence, huge responsibility lies on the SalesOps team to do the job in time.
Their primary customers are mid-market enterprises, and IT services companies. They get sign-ups from all of them because of organic channels.
This test automation platform wants the inside sales teams to focus on leads that can give them more revenue, which can be mid-market, enterprises, and IT services companies.
Enterprise leads should go to the right salesperson who is focused on enterprise, small and medium companies. Leads or sign-ups can also be assigned based on their geography. All of this is done manually today.
If the business type is software, SaaS industry, or e-commerce, they would like to prioritize it because this area is where these business types have been more successful. Once business types, industry, employee count, revenue, and headquarter are known, they know if the customer is good for them or not.
The sales operations team (SalesOps) of the test automation platform wants to know when sign-ups use Selenium, or GitLab among their customers. This is done manually today; therefore, it takes long to process and even longer for the sales teams to reach the leads. Their competitors could take advantage of this, and it can also lower their win rate.
The SalesOps of the test automation platform wants to avoid targeting freelancers, students, and researchers.
The test automation platform wants to prioritize talking to the customers with high numbers of employees. Knowing the number of employees helps them determine if it’s an enterprise or midmarket, and they can assign it to the sales guys accordingly.
If the business type is software, SaaS industry, or e-commerce, they would like to prioritize it because this area is where these business types have been more successful. Once business types, industry, employee count, revenue, and headquarter are known, they know if the customer is good for them or not.
The tech intel, provided by OceanFrogs gives them the confidence that they are targeting the right customers and talking to the right people.
OceanFrogs offers technology intent. It provides intent keywords associated with this company for users who may or may not be using technology software for testing. If they are interested in native app automation and webpage chat testing or not, OceanFrogs will still figure out the intent behind it.
OceanFrogs provides firmographics such as employee count, revenue, and technographics like usage type and technology spend, along with the company’s solutions. This information is used for tagging the company. Tagging can include retail management, IoT, RPA, or BPA.
OceanFrogs provides several taggings that are helpful to label the leads. These taggings enable the test automation platform in understanding their products from the buyers’ and sellers’ side.
More than 80% of the leads are enriched in real-time. The client has been able to put their DataOps team to other important work. Leads are routed to inside sales automatically. Leads are being called and touched 24 hrs earlier as a result. This has resulted in 30% more bookings over last quarter.
OceanFrogs helps tech platforms reach the best-fit accounts
These platforms have improved the quality of their outbound outreach and enhanced the inbound lead quality by using our Inbound Lead Enrichment tool. Our data accuracy, excellent account coverage and good Intel qualifies leads and allows Reps to focus on outreach.
Read more to understand how our customers drive more revenue with OceanFrogs
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