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MarketSpark's 5X Growth Fueled by ZoomInfo Data
5 Aug
Summary
- MarketSpark significantly boosted its sales pipeline by 5X.
- ZoomInfo's B2B data helped identify enterprises using outdated copper lines.
- The solution replaces legacy copper lines with modern wireless connections.
MarketSpark has reported a substantial five-fold increase in its sales pipeline, attributed to the strategic use of B2B data from ZoomInfo. The company focuses on replacing outdated copper phone lines, known as POTS, within large enterprises with managed, wireless, 5G-ready connections. These legacy copper lines are still crucial for vital life-safety systems like elevator phones and fire panels across approximately 6 million U.S. buildings.
By licensing ZoomInfo's detailed dataset, including company addresses and employee counts, MarketSpark could precisely map buildings dependent on these copper lines. This intelligence, combined with federal decommissioning records, enabled their sales team to approach Fortune 500 prospects with specific data about their own buildings' risks, moving away from relying on generalized information.
The results have been significant, with MarketSpark identifying over 30,000 previously unseen target companies. This led to a five-fold rise in marketing-qualified and sales-qualified leads, a comparable increase in pipeline deals, and enhanced revenue opportunities, demonstrating a repeatable success model.
