- No systematic approach to keep track of champions job movements from their 15K customers and re-engage them in the new job
- Contact data in CRM not updated regularly, leading to wasted efforts in ABM
- Lack of accurate contact coverage in ABM accounts impeded Litera marketing leadership from launching new campaign
- Litera used Boomerang to increase ABM accounts contact coverage by 20% by tracking buyers who moved out as well as new buyers that moved into those accounts
- Litera used Boomerang to find that 33% of ABM account contacts had missing information and used Boomerang to enrich them automatically
- With the help of Boomerang Account Tracking, Litera was able to launch a strategic sales campaign targeting Small Law firms within 1 month
“Our SDRs eagerly await new Boomerang's leads. These leads convert with much less effort since we are not starting a conversation from scratch, instead we pick up where they left off.”
Challenges
🚫 Manual Efforts:
Narvar struggled with manual job tracking and following up with new leads leading to missed opportunities
❌ Data Inaccuracy:
Sales relied on LinkedIn Sales Nav and Zoominfo, resulting in reps often not having a comprehensive understanding of their leads due to incomplete and outdated data.
🔌 Lack of Integration:
Processes weren't integrated with Salesforce and Outreach, causing workflow inefficiencies prompting delays and important leads being overlooked.
🔍 "Our previous job tracking method was cumbersome, limited to Sales Nav and Zoominfo, and disconnected from our CRM."
-John Charlesworth
Solution
Boomerang helped Narvar automate the process of tracking job changes and ranking these leads based on relevance, leading to a more timely and effective outreach to potential customers.
🚀 Automated Monitoring:
Boomerang identified and prioritized ICP matching customer contacts, tracking job changes and ranked the new leads based on relevance for prioritized prospecting.
🔍 Contextual Insights:
Boomerang provided vital context, including past interactions and NPS scores, empowering Narvar's sales teams to engage with their prospects more effectively.
🔗 Seamless Integration:
Boomerang integrated with Salesforce, automating contact record creation, enrichment and adding to Outreach sequence resulting in timely reachout to new leads.
Impact on Pipeline
The deployment of Boomerang in 48 hours yielded remarkable results within 3 months:
🎯 200+ Job Change Leads Identified
💡 $800K Net New Pipeline Created
💰 $8M Pipeline Influenced
