Case Study: Informatica achieves 3X sales attainment in 3 months with LinkedIn Sales Solutions

Informatica - Customer Case Study

Informatica, a leading independent provider of data integration software serving thousands of enterprises including many Fortune 100 companies, needed to grow into emerging smaller accounts while still supporting large customers. The sales team struggled to identify the right influencers and decision-makers—research produced hundreds of often outdated contacts, resulting in inefficient “spray-and-pray” outreach and lost time.

By adopting LinkedIn Sales Navigator, reps could verify and prioritize prospects, follow companies for context, and focus on the 20–30 most relevant contacts instead of hundreds. The change boosted productivity and pipeline quality: rep Teri Turner’s sales attainment rose from about 35–40% to 106% in three months (roughly 3× growth), and top performers were consistently those with high Social Selling Index scores.

Informatica

Teri Turner

Data Integration Sales, Marketing and Technology Liaison