6sense > Case Studies > Boosting Outbound Pipeline and BDR Success: A Case Study on Bynder's Use of 6sense

Boosting Outbound Pipeline and BDR Success: A Case Study on Bynder's Use of 6sense

Technology Category

Infrastructure as a Service (IaaS) - Cloud Databases

Applicable Industries

Oil & Gas

Applicable Functions

Procurement
Sales & Marketing

Use Cases

Time Sensitive Networking

About The Customer

Bynder is an industry-leading, cloud-based solution that helps organizations manage their digital content. The company serves over 1.7 million brand managers, marketers, and creatives from organizations such as Five Guys, Groupon, and Zendesk. Founded in the Netherlands in 2013, Bynder has expanded beyond their Amsterdam headquarters into Boston, San Carlos, Rotterdam, Barcelona, London, and Dubai. The company's digital asset management (DAM) platform enables teams to manage the chaos of proliferating content, touchpoints, and relationships to thrive.

The Challenge

Bynder, a leading cloud-based solution for digital content management, faced a challenge in diversifying its pipeline generation and optimizing outbound efforts. Despite having a strong brand recognition in the digital asset management (DAM) market, the company sought to enhance its outbound efforts. They had a database of accounts and understood their total addressable market (TAM), but to set their Business Development Representatives (BDRs) up for success, they needed a better understanding of their prospects’ behavior and buying propensity. The goal was to uncover the behaviors of their Ideal Customer Profile (ICP) to refine their outreach and identify prospects ready to take firm action in the marketplace.

The Solution

Bynder found its solution in 6sense Revenue AI™. With 6sense, Bynder was able to uncover anonymous buying signals and accurately predict which accounts to target at the right time. Bynder combined 6sense intent data with G2 intent and website activity from high-intent pages, providing their BDRs with daily 6sense reports that revealed which prospects were in-market for a DAM solution. This helped BDRs prioritize their outreach efforts. Furthermore, Bynder used 6sense to optimize its outbound efforts in both EMEA and North America, using similar 6sense segments to target accounts in these markets but varying their keywords depending on the region to get the best results.

Operational Impact

The implementation of 6sense brought about significant operational results for Bynder. The tool allowed Bynder to diversify its pipeline and optimize its outbound efforts, leading to a 250% increase in outbound pipeline. The rapid return on investment was also impressive, with Bynder recouping the cost of the tool for the upcoming two years by Q4 in 2021. This was quicker than the benchmarks in the Forrester TEI. Additionally, 6sense helped Bynder's BDRs increase productivity. The tool helped BDRs narrow their focus on the accounts that were in-market, leading to not only hitting their quotas but exceeding them quarter after quarter.

Quantitative Benefit