Case Study: Intelligence Company achieves visibility into C-suite relationships and new revenue opportunities with RelPro

Intelligence Company Gains Visibility into Customer Base

Intelligence Company, a cyber risk solutions firm, needed better visibility into its relationships with Fortune 500 companies and sought to improve go-to-market efforts for new client acquisition and cross-sell to C‑suite executives. The firm engaged RelPro, using RelPro data services and RelPro software alongside its Salesforce.com data to address this challenge.

RelPro aggregated and mined Intelligence Company’s Salesforce lead and contact files, identifying more than 3,000 targeted C‑suite and senior executives and matching them to CRM records; RelPro found only 15% of those executives in the CRM (14% as leads, 1% as contacts). As a result, Intelligence Company prioritized sales and marketing campaigns, licensed RelPro software for efficient meeting prep and alerts, and launched initiatives to improve Salesforce adoption and data quality—creating measurable increases in prospect coverage and actionable pipeline opportunities.