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Summary
🔒 Elba is a data loss prevention tool that protects your employees most popular apps. Receive full visibility on all things security to make sure your team is compliant.
👥 Employees: 11-50
🤝🏼 Notable Clients: Brut., MWM, Zenchef
Problem
Elba wanted to scale their US outbound pipeline by tracking new executives who recently joined their target accounts. This delay in engagement meant that Elba couldn't establish an early foothold, putting them at a disadvantage compared to competitors. As a result, Elba struggled to influence purchasing decisions and foster relationships with key stakeholders within these organizations.
While deep diving into this issue, Karl saw they needed LoneScale as,
- Manually capturing New Hires was unscalable
- Natively integrating Hubspot would increase adoption and results
- More than 70% of opportunities were missed
Solution: Utilizing New Hires sales signals to establish relationships
Tracking New Hires enables us to stay informed about organizational changes and identify key decision-makers entering target accounts. This knowledge allows us to strategically time our outreach efforts, facilitating early engagement with executives and influential individuals, which in turn enhances our capacity to guide purchasing decisions and cultivate valuable relationships within these organizations.
Unexpected Benefit: New Hires joining current open opportunities
We discovered that 23% of the New Hires identified within our target accounts were already associated with accounts we were actively engaging with. Awareness of these New Hires enabled us to seamlessly integrate them into ongoing conversations and proactively demonstrate our value proposition. We utilized this information to multi-thread the account and retargeted them with ads, strategically addressing the new participants to mitigate potential disruptions and maintain the momentum of our ongoing deals.
Business Impact: 1 SDR booked 6 meetings within 7 days of New Hires launch
In the first week of our New Hires initiative, one of our SDRs booked three meetings. This shows our strategy's effectiveness in using insights about recent hires in our target companies to swiftly secure valuable connections with key decision-makers.
