Case Study: Navisite achieves cleaner CRM data and higher sales rep adoption with Demandbase

Navisite Feeds Entire Funnel With Clean, Enriched Data & Sales Intelligence

Navisite, a digital transformation and IT infrastructure services provider, was struggling with a messy CRM after merging four companies. With duplicate records, inconsistent processes, and unreliable data, its sales reps wasted hours researching prospects and couldn’t confidently target the right accounts or solutions. Navisite turned to Demandbase, starting with Sales Intelligence and then expanding to Data Integrity to fix the data problem.

Demandbase cleaned, refreshed, and enriched Navisite’s CRM, removing duplicates and adding firmographic, technographic, and intent insights. The results were significant: Navisite cut account records by 85%, contact records by 66%, and leads by half, while also saving about $50,000 by using Demandbase Sales Intelligence family trees instead of hiring a consultant for account plans. Adoption was strong too, with 97% of reps using Demandbase weekly and 80% using it daily.

Navisite

Matt Norris

Sales Operations Specialist