DiscoverOrg’s Quality Sales Intelligence Helps CyberArk Boost Sales Pipeline by 20%

CyberArk, a software company that proactively secures enterprises against cyber threats, needed a new source of sales intelligence. The company required real-time, actionable information to help its sales representatives identify and solve current issues for prospects.

DiscoverOrg, a three-time Inc. 500 company and provider of sales intelligence used by top technology vendors and staffing firms, proved to be the answer. CyberArk chose DiscoverOrg for its highly accurate, constantly refreshed data, uniquely obtained through in-house personal research. Immediately, CyberArk benefited from DiscoverOrg’s IT Org Charts, Real Time Triggers, and direct-dial phone numbers to simplify prospecting and empower its sales team.

“The DiscoverOrg Organizational Charts and Real Time Triggers have very positively impacted the CyberArk revenue stream, providing a 20 percent increase in our sales pipeline,” said Jim LeBoeuf, inside sales manager for CyberArk.

DiscoverOrg IT Organizational Charts became the foundation of the CyberArk sales process soon after the security company signed on in March 2013. Sales reps refer to the org charts at the beginning of a prospecting cycle for a visual map of how to approach a target contact. Visibility into reporting structures has streamlined prospecting by improving lead quality and freeing up sales time.

Additionally, DiscoverOrg’s Real Time Triggers alert the sales force to important management changes, active projects, and security news, enabling reps to provide targeted solutions the moment they are needed.

Among other advantages:

  • DiscoverOrg intelligence has helped CyberArk sales professionals gain hours per week to do what they were hired to do – sell.
  • DiscoverOrg IT Org Charts allow reps to prospect horizontally and vertically within target companies.
  • DiscoverOrg’s integration with Salesforce provides CyberArk reps with constantly updated contact information.