Case Study: Talkdesk achieves 55% of annual recurring revenue from its top 3.3% of accounts with Oracle (DataFox & Oracle Sales)

Talkdesk identified high-value accounts using a predictive ICP model with advanced insights

Talkdesk, a cloud-based contact center software provider founded in 2011, needed to precisely define its Ideal Customer Profile (ICP) and quickly prioritize the highest-value prospects to fuel rapid growth. The challenge was operationalizing a scalable, repeatable ICP strategy that would align sales and marketing on accounts most likely to purchase.

By partnering with Oracle DataFox, Talkdesk enriched account data and used Advanced Insights’ predictive ICP modeling to test statistical significance across thousands of attributes, then built an account-scoring model weighing ~40 key traits. The result: the top 3.3% of scored accounts now generate 55% of Talkdesk’s annual recurring revenue, enabling more focused prospecting, improved ABM campaigns, and better alignment of resources.

Talkdesk

Brian Adam

Director of Marketing Operations