At a Glance
Challenges
- Low Sales Productivity: The business development team struggled with cold prospecting, making high volumes of calls with minimal information, leading to discouragement.
- Unqualified Lead Sources: Existing lead providers often delivered contacts who were unfamiliar with the product or lacked verified interest.
- Departmental Navigational Hurdles: Sales reps frequently reached the wrong departments or individuals, stalling the sales cycle at the first touchpoint.
Results
- Market-Leading Conversion Rates: BlueWhale leads achieved a higher conversion rate than any other paid lead source in the company’s marketing budget.
- Accelerated Sales Meetings: Access to prospect-specific pain points and current systems allowed for significantly easier, door-opening conversations.
- High-Value Pipeline Growth: With average deals worth hundreds of thousands of dollars, the increased conversion rate drove massive ROI for the marketing spend.
Overview
Revalize is a global leader in cloud-based software, specifically selling Configure, Price, Quote (CPQ) solutions to specialty manufacturers. With a global footprint of over 15,000 customers, the organization operates in a high-stakes environment where the average deal size reaches several hundred thousand dollars.
To maintain growth, the Business Development Representative (BDR) team required a steady stream of highly qualified prospects who were not just names, but verified stakeholders ready for a technical conversation.
Challenge
The sales team faced several core challenges with lead follow-up:
The Prospecting Information Gap
Before partnering with BlueWhale, BDRs faced significant friction during outbound efforts. Reps were often forced to call prospects with zero background information, leading to high rejection rates and team discouragement. Without knowing what systems a prospect currently used, opening a meaningful door was nearly impossible.
Inconsistent Lead Quality
The team found that other paid lead sources often provided “fluff.” Prospects frequently had no idea why they were being called or what CPQ software was, resulting in wasted time and low conversion.
Navigational Dead Ends
A recurring obstacle was reaching the wrong department. When a lead turned out to be a mismatch, BDRs had no secondary path within that organization, effectively ending the opportunity.
Solution
Revalize implemented BlueWhale Research’s ENGAGE solution to fuel their BDR team with intelligence-rich leads. Unlike standard lead lists, these ENGAGE leads were deeply qualified through BlueWhale’s proprietary research and phone-based engagement.
The BDR team utilized BlueWhale’s data points on the prospects’ current systems, identified organizational challenges, and purchase timelines. Additionally, the team leveraged BlueWhale’s account-level intelligence, which provided multiple contacts within the same organization to ensure reps could navigate to the correct department and decision makers seamlessly.
Results
Superior Conversion and ROI
The impact on Revalize’s bottom line was immediate. Revalize reported that BlueWhale leads produced a higher conversion rate than any other paid lead source. Given the average deal size of $200,000 or more, the increase in conversion resulted in a pipeline worth millions, making the program “definitely worthwhile.”
Enhanced BDR Productivity and Guidance
The BDRs saw a massive boost in productivity when following up with ENGAGE leads. BlueWhale’s expert guidance helped the team learn to navigate conversations using the provided data points, turning cold calls into warm, productive dialogues.
Deep Strategic Intelligence
The leads provided a wealth of information including the specific obstacles the customer was trying to overcome. This allowed the sales team to tailor their pitch from the very first minute, drastically shortening the time needed to set up a meeting.