We recently chatted with Gregory Keshian, Rekener’s Co-founder & COO about how Rekener uses Owler for Enterprise to help power the analysis and recommendations they provide their clients.
First, let’s start with a little background on Rekener. Rekener offers software and services to help companies find out what’s working in their sales and marketing efforts, and crank up the energy on those activities and segments.
Rekener has been using Owler’s enterprise APIs since 2017 to power up their analysis and recommendations.
Here’s Rekener’s Process
The Rekener Platform syncs data from go-to-market systems like Salesforce, Marketo, HubSpot and more. Rekener then uses Owler data to clean up and augment the existing data that companies have in their CRM’s and marketing automation platforms.
For example, many companies don’t have consistent data on industry, company size, or annual revenue for their Salesforce accounts. It may have been entered manually for a period of time, spot checked occasionally, but is overall not reliable. Rekener applies Owler firmographic data on top of the existing data in their CRM, giving them a layer of clean firmographic data for all of the accounts in their database.
Next, Rekener is able to do advanced segmentation analysis, using the cleaned-up data provided by Owler. This allows Rekener to find the types of accounts that are most efficient to sell to. Depending on the business, these could be accounts that are easiest to land as net new targets, or the ones that have the highest lifetime value because they are easy to upsell and renew.
Finally, once Rekener has built an Ideal Customer Profile for a company, they then use Owler data to find net new whitespace accounts for them to go after.
Using Owler’s Competitive Graph, Rekener finds accounts that are competitive with the accounts that match the ideal customer profile of their clients. And then filter out accounts that are already in their database, providing a clean set of high-potential whitespace accounts.
The combination of clean and reliable data from Owler alongside advanced segmentation analysis provides a winning combination for clients. As Gregory Keshian says, “it’s like being able to see your business clearly for the first time.”
With Owler, Keshian has found that Rekener can, “easily find hundreds of net-new target accounts for a sales team to hunt, which can add millions of dollars of potential revenue to your database, overnight.”
If you’d like to learn more about how dozens of leading brands leverage Owler’s Enterprise APIs to: set global sales territories, access the most accurate private company revenue estimates on the market, and ultimately drive more revenue, please contact us today: https://www.owler.com/enterprise/contact_sales