Case Study: DiscoverOrg (sales intelligence provider) achieves almost 50% increase in conversions and new business sales with Full Circle Insights (campaign attribution solution)

DiscoverOrg Attributes Success to Better Attribution

DiscoverOrg is a leading sales and marketing intelligence provider used by over 2,300 fast-growing companies, delivering continuously refreshed company and contact data to fuel prospecting. In mid‑2016 the company hit a growth slowdown caused by a disconnect between sales and marketing and limited visibility into campaign performance, funnel velocity, and which channels actually drove revenue.

To fix this, DiscoverOrg made Salesforce its single source of truth and implemented Full Circle Insights for campaign attribution, adding custom fields in Marketo and Salesforce to capture granular data. The new visibility into lead progression, channel performance, SDR activity, and deal sources aligned sales and marketing around shared goals and data-driven investments — driving nearly a 50% quarter‑over‑quarter increase in conversion rates and new business sales and enabling marketing to attribute 52% of Q4 revenue.

DiscoverOrg

DeAnn Poe

Marketing Chief of Staff/Marketing Operations