Customer Stories

How Infoworks Grew Their Sales
Pipeline by 88% And Unlocked More Than A Million Dollars in Revenue With Intricately

How Intricately Drives Revenue Growth at Infoworks

150%
Increase in Identified
Total Addressable Market
88%
Increase in
Sales Pipeline
15%
Reduction in No-Shows
and Re-Schedules

Outcomes

Challenge
outcome
Identifying and targeting their Ideal Customer Profiles (ICP) and total addressable market (TAM)
In order to find the best-fit customers, Infoworks needed a solution that would help them accurately identify their ideal customer profile (ICP) and total addressable market (TAM).  
Solution
outcome
Using Intricately to identify ICPs and TAM, and unlock more than a million dollars in new revenue
With Intricately's data platform, Infoworks identified new ICPs beyond Data Lakes and the Fortune 500, and expanded their TAM, unlocking more than a million dollars in pipeline opportunities.

Challenge
outcome
Inefficiencies in their prospecting and prioritization
Infoworks needed a better way to organize and operationalize data on target accounts, and share insights between marketing and sales to accelerate lead-to-close cycles.
Solution
outcome
Using Intricately data to create highly targeted account-based marketing campaigns and remove friction in the sales cycle
Using Intricately, the Infoworks team streamlines prospecting and prioritization by segmenting prospect and customer data based on geography, industry verticals, specific cloud platforms, use cases and more. Infoworks relies on Intricately insights to enable the marketing team to deliver personalized content to prospects and the sales team to close deals faster.
“We needed a better way to organize and operationalize our target account data. Intricately creates a level of visibility and transparency that makes it easier to define our targets and be more strategic in how and when we approach them with account-based marketing and sales.”
Cathy Nguyen-Parker
Senior Director of Demand Generation, Growth Marketing, and
Operations at Infoworks
Challenge
outcome
Missed opportunities and prioritization of sales prospects and target accounts
Infoworks needed a more granular understanding of their addressable market to land more qualified opportunities. They also needed to better prioritize sales prospects and target accounts.
Solution
outcome
Targeting accounts most likely to convert based on spend potential and usage data from Intricately
Infoworks uses Intricately to build segmented, highly targeted prospect lists to help the sales team expand its total addressable market (TAM), develop its ideal customer profile (ICP), and prioritize their sales efforts. Within the sales team, sales development representatives use Intricately to prioritize their call lists and tailor their scripts to various stakeholders. Infoworks' account executives have more specific insight to how Infoworks’ value prop best applies to an opportunity. In the first few months of implementing Intricately, Infoworks doubled their sales pipeline.

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“Using Intricately's data, we uncovered more than a million dollars in opportunities with businesses that weren't previously on our radar.”
Cathy Nguyen-Parker
Senior Director of Demand Generation, Growth Marketing, and
Operations at Infoworks

About Infoworks

Industry - Data Operations

Headquartered in Palo Alto, California, Infoworks is the leading Enterprise Data Operations and Orchestration (EDO2) system. The company’s comprehensive line of intelligently automated data operations and orchestration solutions helps organizations of all sizes more efficiently onboard, prepare, and operationalize all types of data at scale on any cloud or any big data platform.
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Our Global Sensor Network actively monitors the adoption, usage, and spend on 21,000 distinct cloud products and analyzes the digital infrastructure of more than seven million companies worldwide. 

We have a comprehensive view into how organizations around the world deploy, utilize, and invest in their digital products, applications, and ecosystems. Learn more here.

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Our Global Sensor Network actively monitors the adoption, usage, and spend on 21,000 distinct cloud products and analyzes the digital infrastructure of more than seven million companies worldwide. Learn more here.

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