Case Study: DiscoverOrg achieves 80–90% higher annual contract value and slashes reporting time with Fivetran

From Data-Reactive to Data-Informed DiscoverOrg’s Move to the Modern Data Stack

DiscoverOrg, a B2B lead-generation platform, faced siloed data and slow, risky queries on a MySQL production copy that excluded third‑party apps like Salesforce and Marketo. To build a 360° customer view and automate analytics across sales, marketing and customer success, the company adopted a modern data stack using Snowflake, Looker and Fivetran as the pipeline/connectors.

By centralizing connectors with Fivetran into Snowflake and layering Looker for governance and dashboards, DiscoverOrg avoided hiring two to three full‑time engineers, cut report generation from 1–2 days to about an hour (moving reports from monthly/quarterly to daily), and saved roughly 40 hours per week managing connectors. The combined solution enabled a lead‑routing algorithm across two Salesforce instances that increased annual contract value by 80–90%, grew Looker usage to 112 users with ~30 daily dashboards, reduced ticket response time from up to three days to under one day, and delivered a single source of truth.

DiscoverOrg

Erik Jones

Senior Director of BI and Analytics