DiscoverOrg provides a database of IT decision makers to help sales teams identify prospects and close more deals faster. The document discusses top challenges vendors face in lead generation like identifying key contacts. It then demonstrates how DiscoverOrg can help by showing accurate contact and organizational data to build targeted lists. Representatives from ForeScout and Prometheus Group discuss how DiscoverOrg helped them reduce wasted time and identify the right prospects to engage. DiscoverOrg updates its large database regularly to provide reliable information on IT landscapes, executives, and email/phone contacts.

1. How Top Producers use DiscoverOrg
to Close More Deals Faster
Steven Bryerton, Director of Sales
Email : steven.bryerton@discoverorg.com
Phone : 360-783-6805
www.discoverorg.com
12518 NE 95th Street Vancouver, WA 98682

2. Introductions
Steven Bryerton
Director of Sales
DiscoverOrg
Matt Wheeler
Manager, Sales Development
ForeScout
Gary King
Director of Global Inside Sales
Prometheus Group

3. Top Challenges we hear from IT Vendors
4 Identifying key Decision Makers
4 Bridging the contact gap
4 Accuracy of database & lead quality

4. Why Waste Precious Time?
Salespeople spend fewer than
45% of the time actually selling.
Improving lead management
processes can reduce the time
required to source opportunities
by up to 50%

5. During the Live Demo we will cover
 Accurately identify all key decision makers
 Quickly identify technology landscapes
 Build calls list in minutes, not days
 Prepare highly targeted email campaigns
 Automate delivery of important changes within your targeted
accounts
 Bring sanity to data cleansing processes

6. By the Numbers
Enterprise Dataset – 5,000+ Employees
Each Dataset Includes
•
•
•
•
•
•
93% Direct Dials #
98% Verified Emails
IT Department Org
Charts
Accuracy Guaranteed
Technology Landscape
IT Projects
2,500 + Companies and 137,750+ Contacts
Midsize Dataset – 1,000-4,999 Employees
4,300+ Companies and 68,500+ Contacts
Gov’t Dataset – Federal/State/Local
Agencies and Universities
Over 1,200 entities profiled and over 25,900
Contacts
NEW
SMB Dataset – Less Than 1,000 Employees
7,150+ Companies and 40,000+ Contacts
Finance Data Set – 5000+ Employees
1,800 + Companies and 47,000+ Contacts

7. ForeScout Challenge
Matt
Problem ForeScout was experiencing prior
• Too much time spent identifying top targets based on
ideal customer profile
• Difficulty understanding prospect’s job role vs. job title
• Spending too much time validating and cleaning invalid
prospects as opposed to having more discussions with
true Decision Makers

8. Let’s see the data base
Matt
<<in database>>
Quickly build out different target lists
• Use segmentation to identify ideal customers
– Industry/Vertical,
– Size of ideal prospect ($250mil+ or 2,500+ employees)
– Use title category of Info. Sec. and then use contact keyword
to identify “mobile” “network” “networking” to identify the
right security contacts (ie instead of application security)
– Region (ie CA )
• Explain what you did
 Job Function
 Direct Dials for calling prospects multiple times
 Emails
 Hierarchy for follow up & multiple calls

9. The challenge for Prometheus Group
Gary
• Team spending too much time researching
• Hard to identify technologies deployed
• Found something never knew existed
 Org Charts
• Story of Halliburton

10. Let’s see the data base
Gary
<<In data base>>
Use Technologies search feature
SAP
More focused SAP Objects
Setting up Real Time Triggers to identify SAP projects
Discuss how multiple decision makers lead you to use the
Finance Data set. <<jump to Finance>>
Show Halliburton

11. Back to Steve
• Quick Summary
•How to build an ideal prospect as Matt showed us – we’re
hosting another webinar on Dec. 3rd that will cover how to
build and utilize what Matt showed here to build your ideal
top prospects

12. Wisdom Behind the Data
“On average, 4 people are involved in B2B
purchasing decisions”
“Every time the number of Direct Dial phone
numbers a salesperson has access to
DOUBLES, the number of meetings set TRIPLES”

13. Why We Are the Leader
Direct Lines The DiscoverOrg database contains over 93% Direct Dial
Phone Numbers and 98% verified email addresses.
Refreshed Every 90 Days DiscoverOrg refreshes and updates every IT
Decision Maker profile in its database at least once every 90 days.
Live Research Staff The data collected and constantly updated by
DiscoverOrg is managed through an in-house team of 70 research analysts.
IT Focus DiscoverOrg’s database of IT Decision Makers has over 275,000
IT Executives profiled.
IT Org Charts IT Org Charts on every account let users see a map of the
decision making hierarchy of their targeted accounts.
SLA guarantees at least 95% accuracy Our data is guaranteed 95%
accurate and backed by our Quality Assurance team with a 24 hour
turnaround time for any data verification requests.

14. Hundreds of IT Firms Have Chosen DiscoverOrg

15. Thanks
 Questions
 Contact Information
Steven Bryerton
steven.bryerton@discoverorg.com
360-783-6805