EverString is great! Fit Score is everything!

EverString helps us our company identify other companies that are high quality potential fits based on its historical analysis on our client base. Then, we take those high-fit companies and distribute them to our SDR team. Additionally, we run targeted display campaigns using Terminus, first filtering high quality companies using the Everstring Overall Fit Score. For example, we might take anyone in our own database from a company who clicked a Terminus ad or who was using G2 Crowd and we showed up in search results, put that list of companies through Everstring filtration and target only companies that have a fit score of 100. Other times, we use the tool to identify companies that are using specific technologies, perhaps competitors, so we can target those companies with sales and marketing campaigns.

Not really - we have maybe 3 users in our company. The first is our Sales Ops Manager, who literally assigns existing leads in our SFDC database to sales reps. He runs all those companies through the Fit Score to improve the likelihood of targeting good companies. Second is our SDR manager who uses it to find similar companies for the SDRs after a closed won opportunity. Finally, the Demand Generation Manager (me) uses it for all kinds of specific targeted campaigns using Marketo, Terminus, and other tech-stack tools and/or marketing campaigns.

It's ok - We have such a wide variety of potential use cases of our product that we have a wide variety of client types. If we had more of a niche product, I would be more hesitant, but we get so many good fitting accounts, that there is enough activity to go around. Whether this is something on the Everstring side or on our own processes, I would like to see the ability to pull best fit companies based on increased filtering, such as contract value, velocity, or even industries. All of this may be available today...we just have not set it up.

I would say that we are still in a very early adoption phase with regard to an ABM strategy. However, the usage of Everstring would not really change that much - at the core, we would still use it to identify similar companies to target.

Yes, it has helped cut out a lot of the noise of our older database, meaning that our sales and marketing practices are not wasting much time chasing bad potential fit companies. By adding the Fit Score, we built on what we had been doing, which is focusing on industry, and expanded or enriched that by looking beyond industry to actual potential fit types based on Everstring. This has drastically increased the quality of the companies our salespeople are setting meetings with.

Everstring has allowed our teams to work closer together by building a sound process of taking Everstring companies and distributing those companies through our sales and marketing engines. So, for example, we will take the leads assigned to our sales team every month and set up a Terminus display campaign, but before we do that, we will filter the companies through an even tighter Everstring filter. For example, if we assign a fit score above 80 to our sales people, then we will run ads on fit score of 100 through Terminus.