Case Study: Cloudera achieves rapid pipeline growth and improved SDR productivity with DiscoverOrg

Cloudera - Customer Case Study

Cloudera, a Palo Alto–based leader in enterprise data platforms and machine learning (founded 2008), needed a scalable way to feed rapid growth with predictable pipeline. As the company expanded across segments and geographies, sales development reps (SDRs) struggled to identify the right accounts and contacts, prioritize outreach, and align activity to field segmentation to generate measurable ROI.

Cloudera invested in a dedicated sales readiness lead and a robust SDR tech stack — Salesforce, Outreach, Bombora, Sales Accelerator and DiscoverOrg (org charts, DealPredict, AccountView, technology and trigger alerts) — to enable account-based sales development and data-driven segmentation. The approach produced above-average open/reply rates, frequent meetings (sometimes 10+ per campaign), stronger non-MQL SDR-sourced pipeline and contributed to rapid revenue growth as the company scaled.

Cloudera

Alex Greer

Global Inside Sales Readiness Manager