How Cloud Pathfinder got 2x more demos with Slintel

About Cloud Pathfinder Consulting

Cloud Pathfinder is a Salesforce consulting and implementation company. They do everything Salesforce-related, from the implementation of sales, cloud services, cloud communities, quality control, API development, and from time to time, playing Salesforce admin for companies.

They specialise mostly in the B2B SaaS space, including space technology, high technology, manufacturing, and have recently started working with financial service services companies as well.

Slintel’s team has actually taken some of my feedback and implemented and kind of changed the programme based on some of my feedback, which I thought was fantastic.

Business Needs / Challenges

As a steadily growing Salesforce implementation company since 2017, Cloud Pathfinder needed a software solution that would make prospecting for Salesforce customers easier, and make for a higher level of targeting than they did before.

Solutions Offered by Slintel

List Building and Using Technographic Data to Find Salesforce Customers

The biggest use case, it's mostly list building. We like to make sure that the companies that we're reaching out to with our cold outbounds through our SDRs and BDRs are using Salesforce. So the technographic data is the most important part of Slintel for us. We didn't have any technographic data before Slintel, and this has been kind of like our first go at using technographic data. We use intel kind of together with all other programmes like Sales Navigator and Seamless.ai as our primary source of list building.

Slintel’s Impact And Shifting To An ABM Approach

Slintel really helped me push forward into more of an ABM approach. And that's what actually we're going to be building out and shifting our entire outbound process to specifically more of an ABM approach.

• With Slintel’s data, Cloud Pathfinder was able to determine quite early on which leads they should be going after.
• Slintel has all this data and more in a readily consumable format, with intent scores and 30+ filters for leads and companies that helped save him all that time in actually going after customers rather than scouting for them.
• His team also loves our integration with Salesforce too. The fact that it seamlessly integrates and auto-populates missing data has been super helpful.
• With over 85,000 verified customers of Salesforce, Cloud Pathfinder found more than what they were looking for with Slintel. In addition to just leads, Cloud Pathfinder found powerful technographic data to go nicely with advanced list building capabilities.
• Also, due to the super-intuitive integration with Salesforce, they were able to add an extra layer of information to their already existing (and new) pipeline, which in turn helped with a clean and useful database.

Slintel adds that extra layer of technology, and can tell us whether that company has Salesforce or not, and I think that's tremendous. It helps me clean out my funnel pipeline and you know, companies that I should be going after and shouldn't be going after. I think it's also going to be a big game-changer in terms of targeting time-saving and focusing on the right leads at the right time and prioritising those leads. That's awesome.

Resulted Outcome

Our technographic data was able to help Ross and his team find companies that are using Salesforce as soon as they start their prospecting process. Resulting in better targeting and reduction in time taken to find relevant prospects. The biggest payoff, according to Ross, is the time saved and achieving a higher level of targeting. This concluded in a 10% increase in their pipeline, and that too in the early stages of usage. Ross had been trying to figure out how to arrive at the right customers for his business for 2-3 years now, and his idea of the perfect prospect was based on company industry, size of the company, title of the lead, recency of the hire.

Praise For Chrome Extension

I think the Chrome Extension is pretty user friendly and intuitive. I think the filtering and capabilities are pretty straightforward. During the research phase, it's harder to go look at each individual website, try to get a sense of what this company sells and what they do and what industry they're in. With the Slintel Chrome extension, you've got those products just listed right there, front and centre, and I can get a good understanding of what that company does. And then I can go into technology really quickly, and see if they have Salesforce. And these are just some use cases where I think that the platform itself has been helpful in speeding up my prospecting process.