To build one of the fastest-growing sales automation solutions, TopOPPS knew early on that InsideView was crucial to fueling and aligning their lead-to revenue journey. Learn how TopOPPS customers are closing over 90% of forecasted deals and have much more confidence in presenting forecasts.

1. 1
The Sales Process Innovators
Get Informed with InsideView
To build one of the fastest-growing sales automation
solutions, TopOPPS knew early on that InsideView
was crucial to fueling and aligning their lead-to-
revenue journey.

2. 2
TopOPPS is innovating the sales process so companies have a predictable
sales pipeline and predictable sales forecasting, while enriching the integrity
of the data in the CRM. With smart analytics to define, align, and evolve sales
processes, TopOPPS customers are closing over 90% of forecasted
deals and have much more confidence in presenting forecasts.
That kind of impact has turned TopOPPS into one of the fastest-growing
sales automation solutions available. But growing at such a pace requires
the right tools to get the job done and to do it quickly and effectively. Good
thing TopOPPS’ executive team had past experience with InsideView, which
they knew would be a critical component of their early success.
InsideView provides market intelligence to inform the entire enterprise, drive
marketing effectiveness, and deliver sales results. This intelligence helps
B2B companies find better leads, win more deals, and maintain
and grow their customers. With accurate and timely company and
contact data, social and news insights, and a global business connections
network—all pulled from over 30,000 sources— customers are enabled to
make every business interaction more relevant, valuable, and productive.

3. 3
With market intelligence a part of TopOPPS’ lead-to-revenue
journey from the very beginning, InsideView was updating their
company and contact data from day one, and now is the source of
65 percent of leads and 61 percent of opportunities.
65%
of all leads are
sourced from
InsideView
61%
of all opportunities
are sourced from
InsideView
ON DAY ONE:
CRM was ready with
company and contact
data sourced from
InsideView
We knew what worked for our previous companies, so
we we didn't have to spend valuable time shopping for
tools in the early days of TopOPPS. We made the
no-brainer decision to partner with InsideView and
went right to work.
– Jim Eberlin, CEO, TopOPPS
(formerly Founder and CEO of Gainsight and Host Analytics)

4. 4
Beginning with the right foundation with tools like InsideView, it was
easy for TopOPPS to get off the ground quickly. In January, 2014,
TopOPPS held a hackathon to find the best developers to get their
product built, polished, and launched. They quickly had a product
that was pushing faster sales cycles, creating more accurate sales
forecasts, and increasing sales productivity and effectiveness. All
they needed to do next was start selling it, and InsideView helped
them sell it faster than even they expected by providing key
insights everywhere from lead generation through deal close.
BUILDING A WINNING BUSINESS FROM SCRATCH
InsideView helped us easily identify the right executives
at the right companies. It allowed us to build a database—
and fast—to fill our pipeline with real opportunities.
– Jim Eberlin, CEO, TopOPPS
(formerly Founder and CEO of Gainsight and Host Analytics)

5. 5
KEEPING UP BY STAYING FOCUSED
TopOPPS uses InsideView to provide all
of the company and contact data and
news, social, and professional insights
necessary to inform and align the sales
and marketing teams and speed up their
lead-to-revenue cycle.
First, the TopOPPS marketing team uses
InsideView Target to identify their total
addressable market (TAM) by building
company and contact lists based on their
ideal buyer personas. InsideView Target
lets them create filters based on custom
criteria - such as geographic location,
company size, industry, and even things
like selling triggers and connections - and
then generates a comprehensive list of
matching prospects. These lists are used
for campaigns by marketing or passed to
sales so they can immediately focus on
the accounts that matter.
The TopOPPS marketing team also uses
InsideView Enrich to fill in the blanks in
InsideView’s data is conveniently available right within
the account record in our CRM system. This helps us
quickly qualify opportunities by understanding the size
and role of individuals that we want to speak with.
– Amy Kohl, Head of Marketing, TopOPPS
their marketing automation and CRM
records. InsideView Enrich scours all
existing and incoming lead data to
identify missing contact and firmographic
information, and then automatically
updates CRM records. It lets TopOPPS
start every campaign with a clean,
accurate list of prospects, and eliminates
time wasted reaching out to the wrong
contacts or researching bad leads.
Lastly, the TopOPPS sales team uses
InsideView Sales to access accurate
company and contact data that make it
easy for reps to find the right person to
call and the right message to pitch. Reps
can search by title, find those with recent
business events or social updates,
or discover relevant conversation
starters. They can even find who they’re
connected with via their own social and
professional networks, and it all happens
within their existing CRM system.

6. 6
THROUGHOUT THE L2R CYCLE
The success that TopOPPS has seen
from using InsideView is amazing: The
bulk of their business—65 percent of
leads and 61 percent of opportunities—
is sourced from InsideView.
But it’s not just the top of the lead-to-
revenue funnel that InsideView fills.
InsideView Watchlists let sales reps
follow individual companies and contacts,
getting instant alerts to key events or
triggers, and creating timely opportunities
for engagement. And since the alerts are
instant, it ensures that sales is notified
in real-time to any relevant insights
that might speed-up a deal or impact
a current customer.
TopOPPS’ marketing team is also using
InsideView in very creative ways, such
as finding the best location for events
and field marketing activities. For their
first major industry event, they used
InsideView to find a location central
to their sales executive targets. Then,
using InsideView Target, they marketed
directly to the right contacts, driving
higher attendance.

7. 7
InsideView Enrich
Gives the entire team a clean,
accurate database so they
can quickly reach the right
targets and eliminate manual
research or wasted time
chasing bad leads.
LEARN MORE ›
InsideView Target
Gives Marketing the ability to
find and target the best leads
for every campaign based on
granular, custom criteria.
LEARN MORE ›
InsideView Sales
Gives Sales access to the
right contacts at the right
companies, and helps to open
doors with real-time insights,
conversation starters, and
warm connections.
LEARN MORE ›
InsideView not only delivers great products, but they
have incredible customer support. The combination
of the two make it possible for us to utilize InsideView
across the entire organization and to achieve the
milestones of company growth that we have.
– Amy Kohl, Head of Marketing, TopOPPS
FINDING A PARTNER IN INSIDEVIEW
Over the past year of extreme growth and quick-but-informed decisions,
TopOPPS also found that InsideView had become more than just a data
provider. As experts in market intelligence and how it can be used to
support the entire lead-to-revenue cycle, InsideView's Customer Success
organization helped TopOPPS to really understand their challenges, look
deeply at their own lead-to-revenue cycle, and incorporate their other
technology investments. That level of care helps TopOPPS get the most out
of their data and their tools, no matter what stage of growth they’re in.
TOPOPPS IS USING THESE INSIDEVIEW SOLUTIONS: