Networking solutions provider Extreme Networks needed a solution for finding in-market buyers and arming their sales team with quality intelligence. Find out how using TeleLEADS helped them set more than 125 appointments in just 7 months.

1. Be there when they’re ready to buy
Gaining the Edge: Using Intent Data as a
Competitive Advantage
Janet Rubio
Chief Marketing Officer
True Influence
Mike White
Marketing Manager
Demand Generation
Extreme Networks
Wednesday May 9th 2018

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We are trueI n fluence
• Activate the ABM landscape so you can be there when they're ready to buy
• Leverage the largest collection of B2B intent signaling data
• Deliver powerful fact-based insights on in-market buyers at all stages of the
purchase funnel
• Provide marketing and sales teams with highly actionable prospect insights
• Combine purchase intent data with verified contact information

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The Leading Data-Driven ABM Company
Founded 2008 Relevance Engine
2010
InsightBASE®
January 2016
Intent Monitoring
Category January
2017
250+ Customers

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True Influence Offerings
Content syndication driven by
intent
• We mine InsightBASE for leads
showing an active interest in your
products
• Leads are qualified using tailored
email campaigns
• We deliver TripleCheck verified
leads for your sales and
marketing teams
Value-packaged tele-verified leads
• We find customers ready and
willing to pick up the phone
• We ask a series of qualifying
questions to determine interest
level
• Gain actionable intelligence and
sales leads
• Leverage profile intelligence
• Understand pain points
• Fill all stages of your pipeline with
TripleCheck verified leads
SPIKING
INTENT
SPIKING
INTENT
• Source new accounts by monitoring intent
to purchase
• Monitor existing accounts for activity
spikes
• Target accounts at the right time with the
right message
• Integrate seamlessly to unify your
technology stack
• Detect early sales opportunities to stay
one step ahead of the competition
•
Self-service account acceleration platform
based on intent
TripleCheck verified contacts with a
spiking interest in your solutions

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More Than 250 Leading B2B Brands Trust True Influence

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Twitter: @extremenetworks
Website: www.extremenetworks.com
Mike White
Marketing Manager,
Demand Generation
Our Speaker

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Extreme Networks At-a-Glance
80
countries
Company Information
Extreme Networks provides networking solutions to
create stronger connections with customers, partners,
and employees
• Founded 1996
• Headquartered in Offices in San Jose, California
• 3,000+ employees worldwide
30K
global customers
100%
insourced service
and support

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Challenges We Faced
Accelerate the pace
to deliver high
quality leads to
sales
Arm sales with
actionable
follow-up
intelligence
Find in-market
buyers

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Solution Requirements Needed
• Ability to suppress leads that fell outside of Extreme’s core verticals,
company size target, location requirements, and job title/department
targets
• Target buyers at accounts showing intent on various keywords
relevant to Extreme’s business
• Deliver leads with accurate and verified contact data
• Collect additional information at the account to be used in sales
follow-up
• Produce a true Marketing Qualified Lead (MQL)

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Why we chose True Influence Intent-Based TeleLEADS
 Finds buyers in market
– Using demographic filters, intent signals, and tele-qualification we’re able to
target the correct persona as they’re actively researching relevant topics
 Accelerates the pace we can deliver high quality leads to sales
– Unlike basic “white paper leads,” we’re able to confidently mark True
Influence Leads as MQLs the moment they are uploaded into Marketo, and
trust that the contact information is accurate
 Arm sales with actionable intelligence
– Asking profiling & qualifying questions, we’re able to provide sales with more
than just the asset downloaded to use in their follow-up

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Results from True Influence
“ True Influence programs are incredibly successful. We run a variety of
programs with several different vendors, but True Influence surpasses
any other third party lead source we have used.
- Extreme Networks
“
Tracked 125+
appointments tied to
True Influence
campaigns in under 7
months
12
5
Converted more
appointments than any
other 3rd party lead
source
Improved Sales and
Marketing
Alignment
Continuous positive
feedback from SDR
teams on data quality
and intelligence

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Key Takeaways
True Influence is Extreme Networks’ #1 performing partner
Intent Data provides more actionable intelligence leading to
higher conversion rates (triple-digits)
Confident in our ability to collect and pass on enhanced lead
information to better equip our sales teams
Quality of data enable us to target buyers showing intent on
topics relevant to Extreme’s core business

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Q & A

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Thank You
To learn more:
visit: www.trueinfluence.com | email: sales@trueinfluence.com
Visit us at booth #163