BigFix gains ground in enterprise security market

RainKing delivers BixFix at least one strong, qualified sales opportunity every single week so far in 2010

BigFix is in the business of providing security management solutions to big enterprises, and they compete against a number of large vendors in a relatively mature industry. In order to create real engagement and interest from decision makers at target customers, they need the very best sales intelligence. BixFix gets what they need from RainKing, and then some.

Now that the company has discovered RainKing's IT marketing solution, Dan Nickell of BigFix can't imagine going back to the days before RainKing.

"With inside sales and sales development, RainKing prepares you far better than rudimentary database services," he says. "You know what you're talking about when you call; you're a lot more credible, and prospects are much more apt to talk to you."

Learning the names of decision makers is one big step. Getting phone and email contact information is another. But knowing what technologies companies are currently using - and even what projects are on the table - takes sales targeting to a whole new level.

As the Sales Development Team Manager for the Northeast and Mid-Atlantic, Nickell "owns" about 800 accounts. Since the company began using RainKing, he has been able to dramatically sharpen his approach. In the first quarter of 2010, RainKing yielded more than a dozen live sales opportunities.

RainKing's web-based service puts clients in charge of a suite of powerful tools to penetrate the IT structure at large and mid-market organizations. Based on constantly updated intelligence from a team of savvy research analysts, RainKing delivers precise and accurate contact data and background intelligence on the key managers and buyers of technology services and products.

RainKing maps out the technology decision-making process, including who reports to whom and which hardware, software and technology systems individual decision makers manage or control. It even tracks specific projects within these firms.

Nickell has been able to leverage this granular intelligence to get an inside track on potential buyers. "I can target companies based on whether they're using one of the vendors we go against on a day-to-day basis. For example, we've been targeting a major car rental company for quite some time. By learning what technology they were using, I could send them an email as part of a competitive replacement campaign. I got a response and was able to initiate an introductory meeting for an account manager."

RainKing a powerful tool for prospecting, sales, marketing

He continues, "That's just one example of many. It all comes back to being better prepared and knowing more about your prospects and your accounts."

RainKing's return on investment is remarkable, says Nickell. "Just in Q1 of this year, RainKing has been responsible for 13 opportunities."

He says that RainKing is popular across the company. "It's a very powerful tool for prospecting, for marketing efforts, for sales efforts all across the organization."