Case Study: ForeScout achieves inside-sales effectiveness and faster opportunity development with DiscoverOrg

ForeScout Sales Effectiveness Makes DiscoverOrg a Go-to Tool

ForeScout Technologies, a network-security company that delivers continuous monitoring and mitigation of cyberthreats, faced an inside-sales problem in 2013: reps were wasting time climbing through peripheral contacts and using poor-quality data from traditional providers, which limited their ability to reach decision makers, prioritize opportunities and scale with a small sales staff.

ForeScout adopted DiscoverOrg’s enterprise and government datasets, IT org charts and real-time triggers to supply accurate contact information, map accounts and surface timely opportunities. The result: reps spent far more time on the phone versus research, sales management could pre-map target accounts and hires, decision makers were engaged earlier, and ForeScout gained measurable increases in opportunity development and first-mover advantage.

ForeScout

Matt Wheeler

Senior Manager, Inside Sales Development, ForeScout Technologies