TermScout Case Study

CUSTOMER CASE STUDY
Fortune 50
Communication
Company
TermScout provides Enterprise Sales
Executives with an exciting tool to generate
new opportunities and revenue.
Sales Teams Need Intelligent
Information, Not Just More Data
All great sales organizations know that their professionals’
time is much better spent speaking with potential
customers than combing through data and researching
for new prospects.
TermScout has built
products specifically
of Scouts
for salespeople that
are converted into
take a variety of
disjointed data
new opportunities
sources and,
using proprietary
algorithms and processes, delivers actionable and
accurate information that a salesperson can immediately
use to engage with a new prospect.
~50%
TermScout’s ScoutFeed product provides timely, accurate
trigger event information (called “Scouts”) within a given
geographic market, giving salespeople a reason to call
a prospect. Even more importantly, each Scout contains
multiple contacts with emails and phone numbers, so that
there can be multiple individual touch points within
a prospect’s leadership team.
Challenges for Enterprise
Sales Executives
The Customer’s Enterprise Sales Executives are a group
of top-tier sales professionals who, when given the right
tools, can execute on their
“We are finding
revenue targets. These
sales professionals were
leads that we
were continuously asking for
were not finding
more leads and prospecting
in our previous
information. Even with the
lead programs.”
various tools already in place,
such as Data.com, D&B/
— DIVISION VP, MARKETING
Hoover’s and LinkedIn, the
sales team was spending too much time looking for
prospect companies and contact information. Prior to
using TermScout and despite a custom integration of
Salesforce.com, management found it difficult to
accurately track the team’s leads and new prospects.
Solving the Problem for the Customer
After placing the TermScout application in the hands
of the “hunter” Enterprise Sales Executives, they
immediately began using the Scouts to identify and
contact new prospects in the geographic market. The
benefits of TermScout over competitors’ lead generation
tools were readily apparent to the users. One Sales
Team Member noted that the Scouts helped her “set
appointments on several occasions” and that the “quality
of the contact data was spot on.” This highlights the power
of TermScout’s actionable and accurate information.
In the case of another
“This is the best lead
Sales Team Member,
generation tool we
who closed significant
contract revenue within
have. Thank you…
thefirst 45 days from
it pieces so many
TermScout information,
different types of
he was excited that
information together
this new revenue was
in one solution.”
actually increased
spend from previous
— SUCCESSFUL TERMSCOUT USER
won accounts. In
addition to generating net-new prospects and meetings,
TermScout also serves as a reason to call existing customers
and up-sell to new, more profitable product lines.
Profitable Tool with More to Come
TermScout quickly proved to Customer’s leadership
that the ScoutFeed product can directly help Enterprise
Sales Executives be more efficient and effective in
growing revenue. In addition, there are other products
in development specifically for the communications
industry — such as
BuildingScout —
which can help the
Gross contract value
Customer further
generated from Scouts
accelerate growth
in Q4 represents an
across all markets
ROI of
in the U.S.
590%
Y O U R P R E M I U M S A L E S I N T E L L I G E N C E A P P L I C AT I O N
Hit the ground
running every
morning
TermScout and a cup of
coffee start you off right.
Our daily Scouts will set
your morning call list.
REC EI VE ACTIONABLE SCO UTS
Beat your competition
by making the call first
TermScout sends you
accurate, timely trigger
information so that you
can get there first.
Relocation
Funding event
Lease expiration
New development
Accolades
New business
Coffee is for closers. Successful sales professionals spend
their time in front of prospects, not endlessly researching
for new leads. TermScout provides highly accurate prospect
and lead data. This allows you to concentrate on making
the call and setting your next meeting.
Actionable. Timely. Accurate.
TermScout premium sales intelligence
gives you the advantage — a reason to call.
TermScout is your personal research team, delivering warm leads
daily, giving you a reason to call.
•
Increase
your sales revenue.
Easily find new customers.
•
eceive daily Scouts. Make it part of your
R
daily routine. We send timely intelligent
trigger event information personalized to
you and to your unique specific market.
•
M
anagement and individuals can assign
and claim new leads. Management and
individuals can easily manage Scouts, so that
you’re not stepping on each others’ toes.
•
E
asily connect with new leads. TermScout automatically
shows LinkedIn connections to your next prospect.
Growth alert
Executive change
M&A
CONTRACT
Contracts
Renovation
Downsizing
Lease document
Public filings