Case Study: NetApp uncovers 733 new opportunities and accelerates pipeline growth with CaliberMind Surge Scoring

NetApp - Customer Case Study

NetApp partnered with CaliberMind to tackle the problem of short buyer attention spans and noisy early-stage signals by co-developing CaliberMind’s Surge Scoring. NetApp wanted a way to surface accounts showing meaningful engagement before formal qualification so sales could prioritize outreach rather than rely on cold prospecting.

CaliberMind implemented an aggregate scoring model and weekly surge emails that elevate only the most engaged target accounts in each rep’s territory. The CaliberMind Surge Scoring deployment drove measurable results: about 20% of priority target accounts surged in the first quarter and sales opened 733 new opportunities, improving sales-marketing alignment and increasing rep engagement.

NetApp

John Schoofs

Director of Data Science & Strategy