Case Study: Apptio reaches key stakeholders faster and boosts sales efficiency with LinkedIn Sales Solutions' Sales Navigator

Apptio Reaches Key Stakeholders with LinkedIn Sales Navigator

Apptio, a leading SaaS provider of Technology Business Management solutions that helps IT leaders manage the cost, quality and value of IT services, faced a prospecting challenge: job titles alone didn’t reveal people’s true roles and responsibilities, making it difficult for sales reps to identify the right stakeholders.

By using LinkedIn Sales Navigator, Apptio’s sales team gained access to detailed job descriptions and used InMail to reach hard-to-contact prospects, cutting prospecting time and improving targeting. As a result, reps identify stakeholders faster, can contact people who are hard to reach by phone or email, and estimate the team would be 30–40% less efficient without LinkedIn; data accuracy was cited as the product’s most powerful element.

Apptio

Damon Tompkins

Sr. Director of Inside Sales, Apptio