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The Sales Process Innovators

Get Informed with InsideViewTo build one of the fastest-growing sales automation solutions, TopOPPS knew early on that InsideView was crucial to fueling and aligning their lead-to- revenue journey.

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TopOPPS is innovating the sales process so companies have a predictable

sales pipeline and predictable sales forecasting, while enriching the integrity

of the data in the CRM. With smart analytics to define, align, and evolve sales

processes, TopOPPS customers are closing over 90% of forecasted deals and have much more confidence in presenting forecasts.

That kind of impact has turned TopOPPS into one of the fastest-growing

sales automation solutions available. But growing at such a pace requires

the right tools to get the job done and to do it quickly and effectively. Good

thing TopOPPS’ executive team had past experience with InsideView, which

they knew would be a critical component of their early success.

InsideView provides market intelligence to inform the entire enterprise, drive

marketing effectiveness, and deliver sales results. This intelligence helps

B2B companies find better leads, win more deals, and maintain and grow their customers. With accurate and timely company and

contact data, social and news insights, and a global business connections

network—all pulled from over 30,000 sources— customers are enabled to

make every business interaction more relevant, valuable, and productive.

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With market intelligence a part of TopOPPS’ lead-to-revenue

journey from the very beginning, InsideView was updating their

company and contact data from day one, and now is the source of

65 percent of leads and 61 percent of opportunities.

65%

of all leads are

sourced from

InsideView

61%

of all opportunities

are sourced from

InsideView

ON DAY ONE: CRM was ready with

company and contact

data sourced from

InsideView

We knew what worked for our previous companies, so we we didn't have to spend valuable time shopping for tools in the early days of TopOPPS. We made the no-brainer decision to partner with InsideView and went right to work.

– Jim Eberlin, CEO, TopOPPS (formerly Founder and CEO of Gainsight and Host Analytics)

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Beginning with the right foundation with tools like InsideView, it was

easy for TopOPPS to get off the ground quickly. In January, 2014,

TopOPPS held a hackathon to find the best developers to get their

product built, polished, and launched. They quickly had a product

that was pushing faster sales cycles, creating more accurate sales

forecasts, and increasing sales productivity and effectiveness. All

they needed to do next was start selling it, and InsideView helped

them sell it faster than even they expected by providing key

insights everywhere from lead generation through deal close.

B U I L D I N G A W I N N I N G B U S I N E S S F R O M S C R ATC H

InsideView helped us easily identify the right executives at the right companies. It allowed us to build a database—and fast—to fill our pipeline with real opportunities.

– Jim Eberlin, CEO, TopOPPS (formerly Founder and CEO of Gainsight and Host Analytics)

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K E E P I N G U P BY S TAY I N G F O C U S E D

TopOPPS uses InsideView to provide all of the company and contact data and news, social, and professional insights necessary to inform and align the sales and marketing teams and speed up their lead-to-revenue cycle.

First, the TopOPPS marketing team uses InsideView Target to identify their total addressable market (TAM) by building company and contact lists based on their ideal buyer personas. InsideView Target lets them create filters based on custom criteria - such as geographic location, company size, industry, and even things like selling triggers and connections - and then generates a comprehensive list of matching prospects. These lists are used for campaigns by marketing or passed to sales so they can immediately focus on the accounts that matter.

The TopOPPS marketing team also uses InsideView Enrich to fill in the blanks in

InsideView’s data is conveniently available right within the account record in our CRM system. This helps us quickly qualify opportunities by understanding the size and role of individuals that we want to speak with.

– Amy Kohl, Head of Marketing, TopOPPS

their marketing automation and CRM records. InsideView Enrich scours all existing and incoming lead data to identify missing contact and firmographic information, and then automatically updates CRM records. It lets TopOPPS start every campaign with a clean, accurate list of prospects, and eliminates time wasted reaching out to the wrong contacts or researching bad leads.

Lastly, the TopOPPS sales team uses InsideView Sales to access accurate company and contact data that make it easy for reps to find the right person to call and the right message to pitch. Reps can search by title, find those with recent business events or social updates, or discover relevant conversation starters. They can even find who they’re connected with via their own social and professional networks, and it all happens within their existing CRM system.

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T H R O U G H O U T T H E L 2 R CYC L E

The success that TopOPPS has seen from using InsideView is amazing: The bulk of their business—65 percent of leads and 61 percent of opportunities—is sourced from InsideView.

But it’s not just the top of the lead-to-revenue funnel that InsideView fills. InsideView Watchlists let sales reps follow individual companies and contacts, getting instant alerts to key events or triggers, and creating timely opportunities for engagement. And since the alerts are instant, it ensures that sales is notified

in real-time to any relevant insights that might speed-up a deal or impact a current customer.

TopOPPS’ marketing team is also using InsideView in very creative ways, such as finding the best location for events and field marketing activities. For their first major industry event, they used InsideView to find a location central to their sales executive targets. Then, using InsideView Target, they marketed directly to the right contacts, driving higher attendance.

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InsideView Enrich Gives the entire team a clean, accurate database so they can quickly reach the right targets and eliminate manual research or wasted time

chasing bad leads.

LEARN MORE ›

InsideView Target Gives Marketing the ability to find and target the best leads for every campaign based on granular, custom criteria.

LEARN MORE ›

InsideView Sales Gives Sales access to the right contacts at the right companies, and helps to open doors with real-time insights, conversation starters, and warm connections.

LEARN MORE ›

InsideView not only delivers great products, but they have incredible customer support. The combination of the two make it possible for us to utilize InsideView across the entire organization and to achieve the milestones of company growth that we have.

– Amy Kohl, Head of Marketing, TopOPPS

F I N D I N G A PA R T N E R I N I N S I D E V I E W

Over the past year of extreme growth and quick-but-informed decisions,

TopOPPS also found that InsideView had become more than just a data

provider. As experts in market intelligence and how it can be used to

support the entire lead-to-revenue cycle, InsideView's Customer Success

organization helped TopOPPS to really understand their challenges, look

deeply at their own lead-to-revenue cycle, and incorporate their other

technology investments. That level of care helps TopOPPS get the most out

of their data and their tools, no matter what stage of growth they’re in.

TO P O P P S I S U S I N G T H E S E I N S I D E V I E W S O LU T I O N S :