Sysdig is a leading cloud security company specializing in delivering threat detection and compliance solutions for modern cloud environments. They provide customers around the globe with the ability to reduce risk, secure and optimize their cloud-native infrastructure, scanning and protecting against more than 1-billion events daily.
With Intentsify as our partner, and access to their expansive, highly relevant intent data set, we built an original model that has really served as a solid framework for the shift to ABX. – Stephanie Williams, Director of Global Campaigns, Sysdig
Sysdig Goals and Objectives
- Create alignment between marketing and sales
- Evolve their GTM model and increase revenue
- Improve low-funnel conversion rate
- Address the quality and use cases of their intent data
- Align processes in complex accounts
Results
- 2x boost in BDR-prospected opportunities
- 49% increase in deal sizes
- 81.8% predictability for closed-won opportunities
- 2X prediction rate multiplier over Sysdig’s previous intent provider
- 92% intent signal coverage for open opportunities (vs 66% from their previous provider)
Sysdig’s goal was to fully embrace what they call an “account-based everything” (ABX) strategy that would focus on generating the maximum pipeline value from targeted accounts. Additionally, they saw this strategy shift as an opportunity to improve sales-and-marketing alignment and evolve their go-to-market (GTM) efforts for complex enterprise deals. The right intent data solution would fuel and expedite this ABM strategy, enabling the Sysdig team to focus marketing and sales resources on the accounts most likely to buy, with the right messaging at the right time.
Sysdig chose Intentsify because it provides the most robust buyer intelligence and account insights. With Intentsify’s precision intent data, Sysdig is now able to identify in-market accounts, their relevant interests and priorities, and how far they are in their journey based on research behaviors. Moreover, Intentsify surfaces the location of intent signals, allowing Sysdig’s business development representatives (BDRs) to connect intent insights to specific leads generated through Intentsify’s intent-activated content syndication solution.
Intent data was really the bridge into ABX for us in a lot of ways. In looking at the volume of BDR sourced opportunities — both pre- and post-intent — the volume of opportunities more than doubled with BDR access to relevant, timely intent data. – Stephanie Williams, Director of Global Campaigns, Sysdig
To date, Intentsify’s precision intent data and activation solutions have empowered Sysdig’s BDRs to more than double prospected opportunities and increase deal sizes by 49%.
We’ve had great success using Intentsify’s data. A core foundational component of our MQA model and building block of our evolution to ABX, the ability to synthesize multiple intent data sources into account intelligence that we can quickly activate across marketing and sales has yielded significant business results. – Stephanie Williams, Director of Global Campaigns, Sysdig
