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B2B intelligence, at your fingertips
* Buyer Intent
Insights you can’t get anywhere else
* Web Research & Social Selling
Access data, on-demand
* Automated Intelligence & Outreach
Deliver the right message to the perfect prospect
* Ideal Customer Profile
Reveal the prospects you should be targeting
* Demand Generation
* Webform Optimizations
Convert more leads using less form fields
* Website Visitor Tracking
Capture anonymous visitors & take immediate action
* Data Management
* Lead Enrichment
Append existing & incoming lead records
* Activity & Pipeline Management
Capture contacts & sync communications into your CRM
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Ensure your data complies with GDPR & CCPA
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DECREASED COST PER SQL BY 50%
* “WITHOUT ZOOMINFO, I THINK WE’D HAVE TO SPEND A LOT MORE TIME ON MANUAL
PROCESSES AND WE’D HAVE A LOT LESS ACCURATE DATA AS AN INPUT TO OUR SALES AND
MARKETING CAMPAIGNS.”
* ZACH RUHL COMMERCIAL VICE PRESIDENT AT AUREA CLOUDFIX
ABOUT THE COMPANY
Aurea CloudFix is an IT Services and IT Consulting company. Aurea has acquired
40 products over the last 20 years, and recently launched their newest product
CloudFix. CloudFix is an automated way to optimize AWS cost and performance.
Commercial Vice President Zach Ruhl, who oversees the Digital Marketing, Sales
Operations, and Lead Generation teams, describes its unique value proposition as
‘Nonstop AWS Cost Savings.’
With 40 cloud-hosted products spanning 45,000 instances managed under AWS, Aurea
developed internal, automated cloud-specific processes that delivered
operational and financial efficiencies. In doing so, the company avoided
spending hundreds of thousands of dollars on cloud infrastructure. Thus,
CloudFix was born. CloudFix scans your AWS accounts, identifies new cost savings
opportunities, and automatically implements fixes – around the clock. Unlike
tools that just find one-off savings, CloudFix runs continuously in the
background, so you can realize 15-60% per AWS service in compounding savings.
Industry: Information Technology & Services
THE CHALLENGE
While developing this in-house product, Aurea CloudFix seized the opportunity to
revamp its go-to-market strategy. In shaping this strategy to include the
company’s new customer acquisition initiatives, Aurea CloudFix began evaluating
Account Based Marketing (ABM) tools and databases. Ruhl shared that in addition
to an ABM tool, “We also needed a database of contact information for our lead
generation team that informs the marketing and sales campaigns.”
Aurea Cloudfix began its ABM journey with DemandBase; however this partnership
was ultimately terminated and Ruhl’s team began to explore other ABM solutions.
The focus of their search was to bring a greater return on investment and lower
the cost per Sales Qualified Lead.
THE SOLUTION
ZoomInfo’s SalesOS and MarketingOS checked all of the boxes for Ruhl’s team and
have become key solutions in driving Aurea CloudFix’s new customer acquisition
strategy.
When evaluating ABM solutions, Ruhl said that it was crucial that his team had a
tool
“With ABM functionality that could create audiences based on where prospects are
in the buyer’s journey and also carry out effective display
advertising—MarketingOS does just that.”
With MarketingOS, the team creates automated audiences built on both website
visitor data and purchasing intent signals to run sales and marketing campaigns
that target ready-to-buy prospects. Compared to the previously manual processes,
Ruhl shares that these automated processes have increased the volume of leads
that Aurea CloudFix’s Sales teams can take action on.
Having access to both SalesOS and MarketingOS continues to help Aurea CloudFix
tailor its strategy to its existing customer base. Acting alongside the
MarketingOS campaigns, WebSights and Intent Workflows set up in SalesOS alert an
account’s sales rep immediately when that customer visits the Aurea CloudFix
webpage, or spikes in buyer intent. This allows sellers to have a better
understanding of their customer’s current product mix and where exactly CloudFix
fits into that mix–removing any guesswork.
In addition to having access to quality data, Ruhl wanted to ensure that this
information could be accessed in the systems their team work in. “The
integrations that ZoomInfo has with Salesforce help maintain the data hygiene of
our database and automate processes that used to be manual, so those teams can
focus their time elsewhere,” said Ruhl.
THE RESULTS
After implementing MarketingOS, Ruhl observes, “We have decreased cost per Sales
Qualified Lead by more than 50%, which is the main metric we’re driving towards.
It’s largely due to the accuracy and volume of the ZoomInfo database and how
that can inform our Marketing and Sales outreach.”
“Without ZoomInfo, I think we’d have to spend a lot more time on manual
processes and we’d have a lot less accurate data as an input to our sales and
marketing campaigns,” Ruhl said.
Sales reps are also equipped with all of the right contact and account
information from ZoomInfo’s B2B dataset at their fingertips. This allows them to
drive seamless conversations, execute outreach campaigns and create new
opportunities–all of which contributes to more deals won and helps Ruhl achieve
his goal to lower the cost per SQL.
As Aurea CloudFix continues to grow and expand its new customer base, Ruhl is
looking forward to the team’s future success partnering with ZoomInfo. With the
power of targeted MarketingOS campaigns, in tandem with sophisticated sales
intelligence data in SalesOS, Aurea Cloudfix’s Sales and Marketing teams can
generate a stronger pipeline, continue to win new customers, and drive
revenue—setting the foundation for lasting success.
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