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Cloud disaster recovery and replication software provider Zerto used Leadspace for finding targeted leads as part of its inbound and outbound marketing programs.
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Using Leadspace technology, business continuity and
Zerto, focuses only on quality leads
disaster recovery solutions company,
Zerto has developed the first hypervisor-based, disaster recovery and replication software for virtualized environments, offering simplicity and greatly reduced operational and maintenance costs.
Developed exclusively for virtualized and cloud environments, Zerto’s award-winning solution, Zerto Virtual Replication (ZVR) is rapidly becoming the standard for disaster recovery and business continuity in the modern data center. ZVR received ‘Best of Show’ at VMworld 2011, as well as 2012 and 2011 ‘Product of the Year’ Gold Awards.
About You think your data is safe and secure. But is it really? The list of things-that-could-go-wrong has no end. And these are the thoughts nightmares are made of.
Zerto to the rescue: data replication and disaster recovery for virtual IT and cloud.
“We provide software that allows folks to protect the applications they have in the cloud or VMware,” says Wes Schifone, director of marketing and sales development. That’s a comforting thought, especially as Zerto focuses on the virtual IT paradigm that may not be covered by the more traditional disaster recovery and business continuity solutions.
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Case Study
More about Leadspace
Leadspace is the first solution to help sales and marketing teams find new sales prospects and enrich and rank leads based not only on job titles, but also on what they do, and how closely the prospects resemble the people they have already successfully sold to.
Founded in 2007 by experts in web mining and semantic analysis, the company received funding from top-tier venture capital firms, including Battery Ventures, JVP, and Vertex. Leadspace has offices in the U.S. and in Israel.
[email protected], @Leadspace1-855-LEADSPACE
With that in mind, marketing security software can be a challenge. “Because of the type of solution we offer,” says Schifone, “we have to speak with specific people in an organization.” Inbound marketing can be great, but as Schifone says, “It’s reactive in nature, and it doesn’t always mean you have the best prospects coming to you.” The company tried a general sourcing tool, but results were less than spectacular.
Zerto decided they needed to boost their outbound marketing strategies to support their accelerated growth. “The nice thing about outbound marketing,” says Schifone, “is that you don’t pick up the phone and call unless you know you’re calling the right person.” But finding that "right person" was challenging. They needed Leadspace.
About a year ago, Zerto and Leadspace put their heads together and created a profile of Zerto’s ideal buyer. Presently, they are working with only one profile, but they plan to expand and create one or two more in the near future. The profile is based on the specialties, skills, technologies, and titles of current Zerto clients. And Zerto can tweak the profile within the application whenever they see a way to improve it, so it’s always current.
Using this profile, Leadspace finds leads in social media and multiple contact databases on-demand. Zerto might use these leads for some specifically targeted e-mails, “But,” says Schifone, “we’ve found the leads to be so valuable, we prefer to use them only for outbound calls.”
Two Zerto teams now use the Leadspace Salesforce version: the prospecting qualification team and the account management team.
Leadspace has vastly improved inbound marketing as well. When users enter the Zerto website, Leadspace uses the captured information to easily find the right lead in the organization. And Leadspace has helped expand inbound options. For example, the Zerto team might create a white paper targeted to a specific vertical and offer it on their website. Leadspace can process the inbound responses to find the best leads.
In yet another use case, Zerto can give Leadspace a list of prospect companies—the top 200 boutique investment banks, for example—and Leadspace can come back with the two top leads in each company. “That’s a bulk of 400 quality leads!” says Schifone.
As they grow, Zerto is planning to expand their use of Leadspace. “It’s an easy solution to use,” he says. “Leadspace has taken a process that, in the past, was a cumbersome necessary evil and made it less painful. And with Leadspace, we can be sure we are calling only the folks who actually need our product.”
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