How cloudmotion finds companies evaluating Zendesk
Ralph Heeneman, Commercial Director and Co-Owner, operates across cloudmotion and Byteleaders, two businesses that together cover customer service operations, CX consulting, Zendesk expertise, automation and sales technology.
For cloudmotion’s new-business motion, Ralph wants to know which companies are evaluating Zendesk, find the relevant people inside those businesses, and turn that activity into prospects he can work.
MarketSizer helps cloudmotion move from that market signal to a contact and into Pipedrive, where Ralph already runs his outbound workflow.
I want to see the customers which are evaluating Zendesk.
Ralph HeenemanCommercial Director & Co-Owner, cloudmotionThe challenge
Ralph was clear about the market he wanted to reach: companies actively evaluating Zendesk.
Finding the company is only part of the job.
cloudmotion runs its outbound activity through Pipedrive, so Ralph also needs to identify the right person, get the contact information he needs and bring the prospect into the CRM before he can act on it.
Without that connection, prospecting becomes a series of separate steps across different tools before an account is ready to work.
How cloudmotion uses MarketSizer
Ralph has made MarketSizer part of a fixed weekly prospecting routine.
Every Tuesday morning, he uses it to identify relevant companies, including businesses evaluating Zendesk and accounts using competing products.
From there, he can find and enrich the people he wants to approach with details such as job title, work email, phone number and LinkedIn profile.
The selected prospect can then move into Pipedrive, where cloudmotion already manages its outbound activity.
Rather than stopping at a company signal, Ralph can move from identifying an opportunity to having a named prospect ready inside the system his team already uses.
What cloudmotion can do now
See companies evaluating Zendesk
Ralph can identify businesses showing the specific market activity cloudmotion wants to reach, rather than starting from a general company list.
Find the people behind the opportunity
Once he has identified an account, he can surface and enrich relevant contacts without researching each company separately.
Move prospects into Pipedrive
The company and contact information can move into Pipedrive as structured data, so Ralph can continue working the prospect where cloudmotion already manages its outbound activity.
“I’m very happy with the Pipedrive connection. It’s just great. It makes my life easier.”
Make it part of a weekly sales routine
MarketSizer is now part of Ralph’s regular prospecting process.
“I’m doing a fixed block every week, every Tuesday morning, ten or twelve outreaches.”
Ralph HeenemanCommercial Director & Co-Owner, cloudmotionBuilding around how cloudmotion sells
Ralph has also been actively shaping the workflow around how cloudmotion works.
His feedback has included how prospects should move into Pipedrive, how different outreach scenarios should work and how the most promising opportunities should be surfaced.
For Ralph, the responsiveness to that feedback has become part of the experience of working with MarketSizer.
What cloudmotion is doing next
cloudmotion works across both Zendesk and Pipedrive.
The next step is extending the same approach across both parts of its portfolio, giving Ralph a repeatable way to identify relevant market activity, find the right people and move those opportunities into the sales workflow cloudmotion already uses.
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