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Ariba

“Data.com has made our sales reps much more productive and efficient in their day-to-day jobs.”

Company Overview

Ariba is a cloud solution provider, offering applications that automate buying, help target preferred suppliers, and manage enterprise sourcing.

Challenge

  • Needed to fill in customer information gaps
  • Sales reps wanted to extend their reach deeper into customer accounts for additional contacts to build pipeline

Solution

  • Quickly find contacts within given accounts
  • Able to do better diligence before initial prospect meetings and be more effective on sales calls

Results

  • Increased sales team productivity and efficiency
  • Reached more contacts in accounts, including beyond the C-level
  • Improved close rates
  • 41 percent increase in qualified pipeline
  • Better targeting in email campaigns yielded new business opportunities

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