Spirion – Lead Generation

Spirion (former Identify Finder) is a leading provider of enterprise data management software to help businesses reduce their sensitive data footprint and proactively minimize the risks, costs and reputational damage of successful cyber attacks.

The Challenge

Building a lead generation engine from scratch, including an outbound cold calling capability.
Missionary sale with a new approach to an old technology that needs to be brought to market.

The Goals

The goal is to produce 8 SAL (Sales accepted leads) per Account Development Rep per month, and 13 SQLs (Sales Qualified Leads) per ADR per month; with the preference being for SALs.
Relying on Operatix’ account research methodology to ensure high-quality leads and greenfield marquis account opportunities are targeted.
Aligning Operatix’ team with the internal ADR team as well as their sales operations (i.e. common analytics, shared use of SFDC processes and accurate reporting).

The Solution

Build a comprehensive and scalable team to meet and exceed the sales goals of Spirion.
Monitor and analyze results, make suggestions for continued improvement to obtain maximum growth of pipeline and revenue.

The Result

Team Growth

Targets Achieved

Pipeline generated

As Operatix continues to exceed the performance of the Spirion internal team our team has grown over 4 times in size
In the very early part of the program, Operatix has achieved 100% to target in regards SALs and generated over $220,000 in pipeline.