Card with Flexport logo

How a leader in global logistics identifies its best potential clients

Clearbit product used
Enrichment API
Integration
Salesforce

Shipping and receiving goods has traditionally been time-consuming, manual, and error-prone. Flexport’s powerful software equips businesses with real-time visibility into their supply chain, shipments, and distribution options. Flexport's online dashboard helps companies get automated quotes and can track their cargo shipments in real time. In addition, Flexport's experienced customs and logistics experts help optimize supply chains and keep rates low.

The Challenge

The Flexport value proposition was obvious. But it wasn’t always easy to identify the best potential clients. With a heterogeneous mix of organic inbound leads, acquired target lists, and referrals, the business operations team needed a system for identifying which targets deserved the most attention from sales and marketing. After all, successful high-growth businesses need to focus on winning over the best potential clients rather than chasing the ones unlikely to convert.

The Solution

The team leveraged Clearbit, integrated within Salesforce, to craft an elegant solution. Once live, Clearbit automatically appends 80+ data fields to all existing and new records in Salesforce.

Equipped with rich, structured data, the business operations team constructed a historical report of their best clients with fully enriched profiles - all available with a few button clicks. Flexport was then able to determine that their best prospects had meaningful correlation with high Alexa & Google web traffic ranks, recent venture funding, specific geographies, and even an optimal range number of Twitter followers.

The Result

Though only a first iteration, the model proved that externally available data could lead to better systematized prioritization. Flexport saw that nearly 70% of their best customers statistically correlated with a select few data points! As the best insights often precede action, Flexport has since created a calculated field to flag any prospects meeting the criteria associated with top clients. In addition, because Clearbit data is fully extensible, individual sales reps are also now able to see the full view of each prospect right in Salesforce and engage more contextually than ever before, be it for email campaigns or phone calls.

Flexport provides global logistics for the modern enterprise

Industry
Logistics · SaaS · Supply Chain Management · Enterprise Software
Use Case
Integrated Clearbit into day-to-day business operations and Salesforce
Result
Systematic, data-driven process to help identify top potential clients
Avatar for Taylor Oliver

Clearbit data has been immensely helpful in identifying which leads within Salesforce we want to focus on. The information returned enables us to do more customized outbound prospecting. In addition, the support from the team at Clearbit has been incredible!

Taylor OliverTitle

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