CHALLENGE Due to changing buying behavior, they made a shift towards value selling. In doing so they made a heavy investment in building a value organization internally. However, they quickly realized that scaling and supporting all prospect discussions was near impossible and were only able to support the top priority deals in any quarter. SOLUTION They rolled out Databook as the primary research tool for the whole GTM org including AE's, BDR's, Solution Engineers, Value Engineers and ABM. This shift led to a sizable reduction in effort and time across the team enabling the client to scale the success of their value-selling investment to drive substantial revenue gains.

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