Case Study: Demandbase boosts call connect rates and converts $700K in opportunities with Salesloft

Demandbase Increases Call Connect Rates, Converts $700K in Opportunities in a Down Economy

Demandbase, an industry leader in account-based marketing (ABM), faced a key obstacle: insufficient activity tracking and reporting that forced manual Salesforce reports and stalled its account-based strategy. With executive leadership pressing the Sales and Marketing teams to “do more with less,” Demandbase sought a way to measure and scale outreach more effectively.

By integrating Demandbase intent data with Salesloft engagement data, cadences, and automation via Salesforce, the team automated prioritization—serving highly personalized one-off messages to high-intent accounts and automated cadences to lower-intent ones—while leveraging LinkedIn integration and Salesloft analytics to optimize timing and channels. The approach improved SDR call connect rates (about a 5% lift) and generated roughly $700K in low-priority opportunities during a challenging economy, delivering personalization at scale and greater rep efficiency.

Demandbase

Sean Magee

Senior Sales Development Manager