Midsize Global Cybersecurity Company Speeds Sales Operations with D&B Hoovers

This case study outlines how a midsize global cybersecurity company improved its sales operations by implementing the D&B Hoovers sales intelligence solution. The company faced challenges with data management, which affected the agility and effectiveness of its sales operations. The sales operations team, consisting of 12 members, manages data for over 180,000 accounts, requiring constant data cleaning and alignment to ensure accurate sales execution. By integrating D&B Hoovers with their existing Salesforce system, the team gained access to a wealth of data that enhanced their ability to prioritize sales targets, tailor customer outreach, and accelerate account expansion. The integration allowed for faster alignment of sales territories and improved operational efficiency, reducing the time needed for territory assignments from a week to just 48 hours. This transformation enabled the company to maintain data integrity while driving growth and optimizing sales strategies.