Case Study: Midsize Global Cybersecurity Company speeds sales operations and accelerates account penetration with Dun & Bradstreet D&B Hoovers

D&B Hoovers Speeds up Global Cybersecurity Sales Operations

The Midsize Global Cybersecurity Company faced ongoing sales operations challenges from manual data processes, limited reporting, and the need to keep more than 180,000 accounts accurately aligned across 800+ sales reps worldwide. To improve data quality, territory management, and account visibility, the company turned to Dun & Bradstreet and its D&B Hoovers sales intelligence solution.

Dun & Bradstreet implemented D&B Hoovers with a Salesforce connector to merge and enrich account data, add 200+ data points per record, and align records to the D-U-N-S® Number for more accurate company hierarchies and territory planning. As a result, the company improved sales operations efficiency, accelerated account penetration, and shortened territory alignment time from one week to 48 hours, enabling faster sales cycles and smoother global operations.