Ekahau's High-Speed Return on Investment through Data Enrichment with Demandbase

Ekahau is a global leader in providing wireless network solutions for enterprises. They serve more than 50% of Fortune 500 companies, delivering the easiest-to-use, most reliable solutions for Wi-Fi planning, site surveys, troubleshooting, and optimization. Their clientele spans across various sectors including corporate offices, hotels, hospitals, and universities. If the Wi-Fi works well in these places, it is likely that it has been built using Ekahau's Wi-Fi Design solutions. Despite their success, Ekahau is committed to continuous growth and improvement, as evidenced by their efforts to enhance their data management and segmentation strategies.

Ekahau, a global leader in wireless network solutions, was facing a significant challenge with their data management. Despite serving more than 50% of the Fortune 500 companies, they were not satisfied with their current standing. They were aiming for a highly segmented growth strategy, but their existing database was filled with non-standardized, duplicate, and outdated data. There were also significant gaps in account information and corporate family trees. This poor data quality was hindering their ability to analyze and understand their current customers, segment their market, and assign related accounts within a family tree to a single representative. This was preventing them from making strategic decisions about their target market, hiring, and account assignment decisions. Furthermore, they were unable to effectively serve and grow their large corporate and enterprise accounts. The onset of the pandemic and the shift to remote work further complicated their situation.

To overcome these challenges, Ekahau partnered with Demandbase to transform their unusable data into clean, complete account data. They implemented Demandbase Data Integrity for an initial clean and append, and to maintain their data going forward. The Demandbase Professional Services team was brought in to custom clean unmatched records and fill in missing 'limbs' in their family trees. Additionally, Ekahau equipped their salespeople with Demandbase Sales Intelligence. This tool was used to find new accounts that align with Ekahau's targeted profile, and to find and download contacts for both existing customers and these new accounts. This comprehensive solution allowed Ekahau to base their go-to-market strategy on reliable, granular account data.

• The partnership with Demandbase and the implementation of their solutions led to significant operational improvements for Ekahau. They were able to segment their market and accurately assign related accounts within family trees, fueling their new tiered growth strategy. Despite the initial drop in sales due to the pandemic, Ekahau not only survived but thrived, demonstrating impressive resilience and adaptability. They differentiated themselves in a crowded market and expanded their bookings significantly. The improved data quality also led to increased representative productivity and saved Sales Operations 5 – 10 hours per week by eliminating conflicts over account assignments. Furthermore, they saw improved conversion rates due to having additional intelligence on the accounts being pursued.

• Differentiated themselves in a crowded market
• Expanded bookings significantly over a 4-month period
• Transformed an initial drop in revenue into year-over-year growth and a sizable increase in Q4 over the previous Q4