Senior Director, Sales Operations and Strategy at MongoDB
With a massively broad market opportunity, MongoDB needed to find a way to prioritize accounts at scale to make sure the time spent by the team was on the highest quality prospects. MongoDB’s regional sales team turned to Scalestack to scalably prioritize accounts, provide fresh, targeted accounts and super-charge their go-to-market tactics.
The sales operations team at MongoDB worked with Scalestack to define their ideal account profile. Scalestack’s platform then used those parameters to scan technology skills data from tens of thousands of accounts. Next, Scalestack imported the most relevant, aggregated and anonymous data points directly into MongoDB’s Salesforce. Once in their CRM, MongoDB’s sales team was able to prioritize data even further with their lead scoring system.
Scalestack ran constantly and automatically in the background, monitoring accounts and alerting users to changes that would influence an account’s relevance. If a company within a dataset, for example, increased their cloud developer headcount significantly, Scalestack’s workflow would detect this increase in relevance for a targeted skill set - Cloud Development - and move that company up in priority accordingly.
The thousands of accounts the MongoDB sales team was able to target thanks to Scalestack’s prioritization workflow not only generated several millions of dollars in deals over the course of last year, it also yielded a return on investment of a multiple thousand % magnitude.
With Scalestack, the MongoDB sales teams waste less time on irrelevant accounts. Scalestack automatically disqualifies unfit companies, leaving the sales teams to focus on those accounts that demonstrate the most reliable signs of purchase intent.
Gone are the days of manual data-mining. Now, MongoDB’s sales teams can refresh data on-demand in their CRM thanks to Scalestack’s custom Salesforce integration, more than doubling the amount of actionable data points within each account.
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