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Case Study: Totango
Technology Category
- Application Infrastructure & Middleware - Data Exchange & Integration
- Functional Applications - Enterprise Resource Planning Systems (ERP)
Applicable Industries
- Software
- Professional Service
Applicable Functions
- Sales & Marketing
- Business Operation
Services
- Software Design & Engineering Services
- System Integration
The Challenge
Totango sells to a defined market and targets specific groups within that market. They were looking for a turnkey way to find and reach niche individuals, as well as move away from the time-consuming task of manually entering these individuals’ contact data into Salesforce. The Totango sales team wanted to uncover their niche prospects’ contact information, and while they knew the names of their ideal customers, they struggled with gathering essential contact information, specifically email addresses and phone numbers. It would be an extremely manual process to try and guess every email. They needed a better way to quickly find that contact information, upload it into Salesforce, and have it right there to greatly reduce data entry.
About The Customer
Totango provides customer success applications for leading SaaS and cloud services companies. Their applications monitor customer behavior and usage to uncover insights that help brands understand which customers need attention and why. Totango creates an engaged and active environment of users for their customers, helping businesses thrive via higher customer acquisition, lower churn, happier customers, and faster growth. Totango's clientele includes a range of businesses that rely on SaaS and cloud services, making it crucial for them to maintain high levels of customer satisfaction and engagement. The company is dedicated to providing tools that help their clients understand and act on customer data to improve overall business performance.
The Solution
Totango deployed Capture, a sales enablement tool from RingLead, which quickly and easily finds fresh contact data, cleans it, and uploads it into Salesforce. Capture is a Chrome extension that takes contact data from across the web, as well as from PDFs, spreadsheets, and more. It then organizes and formats the data into an easy-to-use layout for sales prospecting. With Capture, Totango gathers contact information quickly, uploads it into Salesforce, and has it ready to go for their salespeople. It delivers quality contact information for Totango’s top targets. Capture saves Totango’s sales reps time from doing data entry so they can focus on building prospects. Totango was able to get up and running with Capture quickly and easily. Today, more than half of their sales organization uses Capture.
Operational Impact
Quantitative Benefit
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