Intercom builds messaging products for sales, marketing & customer service. Designed to feel like the messaging apps you use every day, Intercom lets you talk to consumers almost anywhere: inside your app, on your website, across social media and via email. Today more than 20,000 businesses use Intercom to connect with over a billion people worldwide. Based in Dublin, and San Francisco, Intercom’s sales team is focused on serving primarily mid-market and enterprise customers.
Intercom wanted to increase sales leads without wasting rep time on manual prospecting and data cleanup. However, most solutions they evaluated had poor coverage on their target customer segment, and high bounce rates on email delivery.
Here’s how Intercom used the Clearbit Salesforce integration to start generating 2,700 new sales qualified leads each week.
The level of detail and number of contacts available through Clearbit Prospector was greater than any of the other tools we considered.
Until recently, Intercom acquired all of those customers through their inbound strategy. But when LB Harvey started as VP of sales, she wanted to ramp up their outbound initiative. To do that, she brought in Arvind Ramesh from Intercom's analytics team to find a solution that would make this ambitious undertaking manageable.
“From the get-go, the Intercom outbound sales project was designed to be scalable,” says Arvind. “We knew we were never going to prospect manually and so we needed the right tool to import new accounts at scale.”
That tool was Clearbit Prospector for Salesforce.
The team was already using Clearbit for Salesforce data append and enrichment. However, they wanted an easy way to identify their next prospects, bring them information into Salesforce, and have accurate contact details for the sales team.
“We use Clearbit to support our outbound sales because of the level of detail and accuracy their tools provide,” said Arvind.
Arvind saw that the team had two options:
“The level of detail available through Clearbit Prospector was greater than any of the other tools we considered,” said Arvind. “Qualitatively, Clearbit solved the biggest hurdles around getting the information our sales team needs to do their jobs effectively.”
LB Harvey saw her idea and Clearbit Prospector implemented across Intercom's entire sales team in a matter of days.
Intercom reps use Clearbit Prospector to discover and connect with the right people at the right companies. Prospective leads are automatically added to Salesforce where they are further enriched with actionable lead intelligence. There were two key results from Intercom using Clearbit Prospector in Salesforce: