Case Study: Black & Veatch achieves richer CRM data and a 15% survey response lift with InsideView

Black & Veatch Engineered Sales and Marketing Success on a Foundation of InsideView Intelligence

Black & Veatch, a global infrastructure engineering firm with century-long experience in energy, water, telecom and government projects, faced long, complex sales cycles and inconsistent CRM and marketing data. Sales reps lacked timely insights on clients and markets, CRM adoption needed a boost across the organization, and marketing data quality limited campaign targeting and the effectiveness of their annual market research survey.

By integrating InsideView into Microsoft Dynamics CRM and the marketing automation system, Black & Veatch gained enriched company and contact data, in-CRM market intelligence, and targeted list-building with InsideView Enrich™ and Target™. The result: faster research and higher CRM usage for sales, more complete records and better-targeted campaigns for marketing, a roughly 15% average increase in survey response rates, and reduced list-buying costs with improved campaign ROI.

Black & Veatch

Tim Thorpe

Director of Digital Content