Case Study: DigitalOcean achieves reduced churn and more efficient sales with Mattermark

How DigitalOcean Uses Mattermark to Reduce Churn and Make Sales More Efficient

DigitalOcean, a New York–based cloud infrastructure provider serving software developers, faced the challenge of turning rapid, product-led growth into a sustainable sales motion. As they built a formal sales and customer-success process, they needed a way to profile their best “VIP” customers and find similar prospects to reduce churn and prioritize outreach—information their internal data alone couldn’t provide.

By using Mattermark’s API and tools (Chrome extension, Salesforce integration), DigitalOcean enriched customer and prospect records with firmographic and growth signals—headcount, funding, industry, and velocity—to predict which accounts could become high-value users and to surface churn risk. The team segmented users by growth potential and prioritized at-risk VIPs, driving VIP churn down to 0.69% in August and a six‑month average of 0.76%, well under their <1% goal.

DigitalOcean

Edward Chiu

Director of Sales and Customer Success, DigitalOcean