Case Study: PagerDuty achieves thousands of hours saved in territory planning with LinkedIn Sales Solutions

PagerDuty saves thousands of hours pulling TAM data for territory planning with LinkedIn Sales Insights

PagerDuty, a San Francisco–based digital operations management platform serving engineering, IT, support and security teams, needed accurate, timely data to define buyer personas and build equitable sales territories. Traditional third‑party sources were often stale or too time‑consuming to vet manually, forcing sales operations into one‑off account pulls and even considering hiring staff or building scrapers to gather TAM data.

PagerDuty adopted LinkedIn Sales Insights and integrated it into its sales tech stack to filter prospects by geography, sector, role, company size and keywords, giving sales ops fast, trusted aggregate data for territory planning. The change saved thousands of hours, improved sales and sales‑ops alignment, enabled a buyer‑first selling approach, and helped reps focus on higher‑potential accounts and longer‑term relationships.

PagerDuty

Ted Nixon

Director of Scaled Sales