Fueling Account Based Marketing and Sales at Datavail

Datavail, an IT services provider, turned to CaliberMind to help fuel its initiative around Account-based Marketing & Sales. Datavail had also recently acquired several key companies — which presented an opportunity to cross-sell into new business units and increase their average contract value.

Datavail needed a way to seize this opportunity and build an engaging account-based program driven by a persona-centric buyer journey.

Datavail-Logo-CaliberMind

Moving From 100% Demand Generation

Datavail’s sales process and marketing stack were originally built for Demand Generation. Meaning that the top of the funnel leads in the CRM (Salesforce) and the Marketing Automation Platform (Pardot) were geared towards having website visitors complete forms, chat, or phone in for help as a hand raiser.

Datavail sought a solution that could help strengthen its lead profiles, identify gaps, and maintain account coverage over time. The company chose CaliberMind's ABM Blueprint for its “unique combination of account-based insights along with activation of the data in other systems”.

Increasing Key Account Coverage

In just few months time, the implementation helped Datavail increase key account coverage by 35%. 

 About Datavail
  • Industry: IT Services
  • Location: Broomfield, CO
  • Employees: 500
  • Solution: Data Intelligence & Automation, Demand Orchestration, Account Based Marketing, Attribution & Analytics, custom solutions