Alteryx > Case Studies > Alteryx Streamlining Sales Prospecting

Alteryx Streamlining Sales Prospecting

Technology Category

Application Infrastructure & Middleware - Event-Driven Application
Cybersecurity & Privacy - Identity & Authentication Management

Applicable Industries

Equipment & Machinery
Mining

Applicable Functions

Logistics & Transportation
Sales & Marketing

Use Cases

Leasing Finance Automation
Supply Chain Visibility

About The Customer

Joe Simpson is a sales professional at Alteryx, a company that provides a platform for self-service data analytics. His role involves cold calling and messaging data professionals at large companies that are not yet using Alteryx. His work involves identifying key targets for sales prospecting, which requires mining data on titles, roles, responsibilities, and locations. He also needs to identify prospects within driving distance for field events and those with titles most relevant to working with data. He uses Alteryx Designer to streamline these tasks and improve his efficiency.

The Challenge

Joe Simpson, a sales professional at Alteryx, spends most of his day cold calling and messaging data professionals at large companies that are not yet using Alteryx. His challenge was to identify key targets for sales prospecting, which involved mining titles, roles, responsibilities, and locations. He also needed to identify prospects within driving distance for field events, those with titles most relevant to working with data, and to combine Salesforce Leads and Contacts for proper outreach. The process was complicated by the fact that many companies had different billing and physical addresses, and sometimes the primary address was a PO Box, which was not suitable for spatial analysis. Furthermore, the list of potential contacts could run into thousands, with titles ranging from CEO to Tax Intern, making it difficult to focus on those most likely to convert.

The Solution

Joe used Alteryx Designer to connect directly to Salesforce.com and pull out a list of all accounts he owned. He created a macro to filter out any PO Box address and replace it with the other address. He then used spatial tools to create a 60-minute drive time radius around the field event's location and sorted the account list by the number of employees according to D&B data, targeting the top 10 accounts for outreach. To identify the most likely to convert, he grouped by title/function/department and sorted by a count of each to identify how many personas he was dealing with and where they were clustered. He then used a filter tool to filter out undesirable titles. He also used Alteryx Designer to connect directly to Salesforce.com’s Leads, Contacts, and Account tables to merge the two types, filtering to only his account(s), cleaning up the email field and ensuring that there were no duplicates.

Operational Impact

Using Alteryx Designer has made it easy for Joe to perform his functions multiple times per week, as campaigns and other opportunities arise. He uses Designer instead of Excel or SFDC reporting tools because it’s a more enjoyable way to work. The best part is that he gets to show off his personal experiences in using the product when he is on the phone with prospects. His favorite phrase is “It’s so easy, a sales guy can do it!” This not only improves his efficiency but also serves as a testimonial for the product he is selling.

Quantitative Benefit