WalkMe hits 120% of its prospecting goals with Lusha

with Jeremy Levine Director of Business Development

About WalkMe

WalkMe is the pioneer of the Digital Adoption Platform (DAP), a powerful software category that empowers organizations to realize the full potential of digital assets. WalkMe’s automation, guidance, and insights platform allows leaders to make data-driven decisions and enhances user experiences for employees and customers by providing visibility into digital usage.

With offices in San Francisco and Tel Aviv, WalkMe serves over 35 million users and 2,000 customers across 42 countries.

https://www.walkme.com/

Number of employees

1,001 - 5,000

Main industry

Software Development

Industry tags

Sales
Services
Digital Adoption Platform

Founded in

2011

Headquarters

San Francisco, California

Country

United states

Social media

Over goal on average per quarter

Improvement in bounce rate for cold outreach emails.

“Lusha’s direct contact information is worth more than gold.”

The Goal

WalkMe was looking for a solution to help their sales team succeed. They needed a sales intelligence tool with accurate, up-to-date phone and email data for decision makers; global reach; and comprehensive data for GDPR-compliant markets.

The Challenge

Jeremy knew that the market was ready for WalkMe, but building pipeline was a challenge, especially in the diverse global markets that made up his territory.

“I started to really look at what the problems were, as far as hitting our targets and delivering the pipeline that we were supposed to. The first thing that I found was that the data wasn’t there.”

If Jeremy’s team was going to succeed, he needed to provide them with a sales intelligence tool that would meet specific needs.

The Solution

Jeremy already knew of a platform that checked all the boxes. Lusha had a home in his prospecting tech stack for a while, and he could see the potential it created for his team.

“I made the push to purchase Lusha under a full contract to make sure that it was deployed to the whole team…then we could really lean on it as a tool to deliver the data that we needed.”

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The Results

Transforming outcomes

Access to Lusha’s data transformed outcomes for the Strategic Development Team: connection rates for cold calls started increasing, and email bounce rates dropped. Prospects were picking up the phone, and emails were hitting the right inboxes. Jeremy could see a meaningful impact on goals and overall performance.

Jeremy’s team beat their goals by 20%

“With Lusha we were able to overachieve our targets by 20% on average per quarter. Our dial-to-connects increased significantly, and our email outreach bounce rate decreased by 67%—which is amazing.”

“This is our one-way ticket to get hold of the person we really want to get a hold of…that VP of technology or other titles that are perfect for our value proposition.”

Lusha enables WalkMe’s team to get in touch with decision-makers in their target industries

For his team, the greatest value was in the accuracy and depth of data for IT leadership roles. These would be the essential stakeholders that would guide the purchase and onboarding of significant technology investments such as WalkMe.

This outreach translated into significant wins for the business. Jeremy’s team used Lusha data to deliver WalkMe’s three biggest clients in Asia.

“The thing that I like about Lusha is the dedication to data. Data is our bread and butter. Lusha is focused on data, not bling and bells and whistles.”