Case Study: Mendix boosts MQL-to-opportunity 14x and shortens sales cycles with DiscoverOrg

Mendix frees up busy salespeople, quickly qualifies better leads, and shortens its sales cycles with DiscoverOrg

Mendix, a Boston-based leader in digital transformation and application development, faced incomplete and outdated market intelligence that produced low-quality MQLs, long MQL-to-opportunity cycles, and costly research time for its sales reps. The company needed faster, more accurate prospect data to qualify better leads, shorten sales cycles, and free sellers to focus on selling.

By deploying DiscoverOrg’s North American, European, TEDD, and Government & Higher Education datasets plus the Webhook for Marketo, Mendix gained human-verified profiles and detailed org charts with instant data append. The result: MQL-to-opportunity rates jumped from 2% to 28% (≈14x), sales reps saved about 15 minutes per profile, sales cycles shortened, ABM capability was enabled, and win rates improved.

Mendix

Nicholas Rose

Senior Director of Sales and Marketing Operations