Case Study: MarketSpark 5x's its pipeline and revenue opportunities with ZoomInfo
Key results
The challenge
MarketSpark sells replacements for legacy POTS (plain old telephone service) lines that are being deprecated across roughly 6 million commercial buildings and 30 million lines in the United States. To sell efficiently, the company needed to identify which specific businesses still relied on those lines.
The solution
MarketSpark used ZoomInfo's Company Data Cube alongside FCC data, delivered into its AWS S3 environment, to analyze the market and pinpoint prospects. Combining ZoomInfo firmographic data with the ZoomInfo Sales solution let the team build and prioritize targeted account lists.
“ZoomInfo's integration with S3 makes it substantially easier to utilize the data effectively.”
RKRobert KulewiczChief Growth Officer, MarketSpark
The results, in context
Using ZoomInfo and FCC data, MarketSpark identified about 30,000 companies as prospects. The company reported 5x growth in both MQLs and SQLs, 5x the deals in its pipeline, and 5x the revenue opportunities.