Remote relies on Momentum custom data to build pipeline

Problem

In 2023, Remote set out to transform outbound efficiency on the back of extremely rapid growth. 

Reps had a hard time finding and prioritizing accounts in their CRM due to missing or incorrect firmographic and ICP-fit data.

They spent 25% of their time doing manual research on LinkedIn, prospects’ websites, and news articles – yet they still missed out on great accounts. They had no systematic way to surface their ideal prospects at scale.

RevOps didn’t have the tools to get reps the custom data they needed to weed out bad-fit accounts, or to create territories based on trusted data.

Finding the right partner

Remote had tried to crack this nut before. The CRM was littered with legacy account scores and data from practically every vendor out there. 

Yet, reps didn’t trust any of it. 

To solve the problem, Remote ran data samples across many vendors to see who could deliver the custom data that fit their exact needs as they scaled. 

Remote had a clear wish list for their ideal partner. They wanted:

• RevOps to be able to deploy custom data that outbound reps find manually
• RevOps to be able to do a global TAM analysis to avoid missing out on great accounts
• RevOps tooling to create territories based on the custom data
• Reps to be able to verify all data for themselves to build trust

Solution

Most scale-ups have bought a lot of revenue tools and data providers. Yet, their reps still manually find data that indicates an account has the problem they solve.

Momentum offers a no-code data platform that enables the RevOps team at Remote to configure, deploy and evaluate the data outbound reps find manually. 

The RevOps team uses the data to find new accounts, rank accounts and equip reps to personalize their outbound messaging.

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Remote regularly refreshes custom data for tens of thousands of accounts directly in Salesforce. Each rep gets a unique report with their top accounts that allows them to filter and sort accounts based on the data that matters most to them.

Together, we hosted live onboarding sessions with all 50+ reps and their sales managers to set them up for success and collect feedback.

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Territory and capacity planning

Remote used the Momentum data to find all high-quality accounts globally from a database of 70M+ accounts. Remote then split the accounts into 50+ territories based on region and product focus. As part of this, Remote grew their target account list by 15,000 high-value accounts that were previously missing from their CRM.

The target market analysis helps Remote plan how many reps it takes to cover their total addressable market.

Outcomes

• Book more extra meetings per month by focusing on high-value accounts. Remote’s reps previously targeted accounts that could not buy, or spent several days per month searching for high-value accounts. The estimated impact is 130 extra meetings per month. 

• Never miss a great account. Momentum added 15,000 new high-value target accounts that were not in Remote’s CRM, adding an estimated $5m of ARR.

• ‍More focus on strategic initiatives, less firefighting. Momentum owns data quality and scoring so Remote’s RevOps team can focus on the big picture.