When the problem isn’t your pitch—it’s your data
Jeremy Levine manages business development at WalkMe, a digital adoption platform serving 2,000 customers and 35 million users across 42 countries. His team prospects into diverse global markets—enterprise IT organizations that need to improve how employees and customers use software.
The market was ready for WalkMe’s solution. Demand existed. But Jeremy’s Strategic Development Team wasn’t hitting pipeline targets.
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.
Not the messaging. Not the timing. Not the value proposition. The data.
Contact information was incomplete. Phone numbers didn’t connect. Emails bounced. The team was prospecting blind, burning time on outreach that couldn’t possibly work because they couldn’t reach the right people.
Jeremy knew what his team needed. He’d used Lusha personally in his prospecting workflow. He’d seen how accurate contact data—especially for IT leadership roles—changed connection rates.
So he made the pitch: full contract deployment across the entire Strategic Development Team.
The result: 120% of goal. 20% over target every quarter. 67% reduction in email bounce rates.
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.
Not barely hitting goals. Consistently beating them by 20%.
The global data problem
WalkMe serves customers across 42 countries. Jeremy’s territory included diverse global markets with different data compliance requirements.
He needed a solution that delivered three things:
Accurate, up-to-date contact information for IT leadership—VPs of Technology, CTOs, CIOs
Global reach across all the markets his team prospected
GDPR compliance for European and other regulated markets
Many data providers offer one or two of those. Few deliver all three with consistent quality.
Jeremy already knew one that did. He’d been using Lusha in his own prospecting workflow. He’d seen the connection rates. He’d experienced the data accuracy firsthand, especially for the technical leadership roles that were critical to WalkMe’s sales process.
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.
This wasn’t a vendor evaluation. Jeremy already had the answer. He just needed to get it deployed across the team so everyone could benefit from the same data quality he’d been using.
Data that reaches decision-makers
For WalkMe, reaching the right person matters more than reaching more people.
Digital adoption platforms require buy-in from technical leadership. These are significant technology investments that change how entire organizations use software. You need to reach VPs of Technology, CTOs, and IT Directors who can actually evaluate and approve that kind of purchase.
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.
Generic contact databases might have marketing contacts or HR contacts. But do they have verified phone numbers for VPs of Technology? Do they have accurate emails for CTOs?
Lusha does. And for Jeremy’s team, that depth of IT leadership data was exactly what they needed.
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.
No distractions. No feature bloat. Just accurate contact information for the people who matter to WalkMe’s sales process.
67% fewer bounces, significantly more connections
Once the Strategic Development Team had full access to Lusha’s data, the results showed immediately.
Email bounce rate dropped 67%
Emails that used to bounce started reaching inboxes. That’s the difference between prospecting with unverified contact information and using data that’s been confirmed.
Dial-to-connect rates increased significantly
Cold calls started reaching the right people. When you have accurate direct phone numbers instead of switchboard numbers or outdated contacts, connection rates improve dramatically.
Our dial-to-connects increased significantly, and our email outreach bounce rate decreased by 67%—which is amazing.
Those metrics matter because they compound. Higher connection rates mean more conversations. More conversations mean more meetings. More meetings mean more pipeline.
And pipeline was exactly what Jeremy’s team needed to hit—and exceed—their goals.
20% over goal, every quarter
Better connection rates and fewer bounced emails translated directly into pipeline performance.
With Lusha we were able to overachieve our targets by 20% on average per quarter.
Not one good quarter. Every quarter. Consistently beating goals by 20%.
That consistency came from having reliable access to accurate contact data. The team stopped wasting time on outreach that couldn’t work and started focusing effort on prospects they could actually reach.
When your contact information is accurate, your prospecting becomes predictable. You know that X number of dials will yield Y conversations. You can forecast pipeline because your outreach actually connects.
That predictability is what let Jeremy’s team hit 120% of goal consistently.
Three biggest wins in Asia
Better data didn’t just improve average performance. It unlocked specific high-value deals.
Jeremy’s team used Lusha to deliver WalkMe’s three biggest clients in Asia.
Those weren’t small wins. Those were the largest deals in an entire region—deals that required reaching specific decision-makers with accurate contact information and building relationships with technical leadership who could evaluate and approve significant technology investments.
Lusha’s direct contact information is worth more than gold.
Worth more than gold. That’s not sales hyperbole. That’s the value assessment from someone who depends on contact data to hit goals and close enterprise deals.
When you’re selling complex B2B software across global markets, getting to the right person determines whether deals happen or don’t. Lusha gave Jeremy’s team the verified contact information they needed to reach those people.
Three biggest clients in Asia. All sourced through Lusha data.
When you already know what works
Jeremy didn’t run a lengthy vendor evaluation. He didn’t test multiple platforms or build comparison matrices.
He’d already used Lusha. He knew it worked. He’d seen the data quality firsthand. He understood how it would help his team hit the targets they were missing.
So he made the case for full deployment. Get Lusha into everyone’s hands. Give the entire Strategic Development Team access to the same quality data he’d been using.
The results proved him right:
120% of prospecting goals
20% over target every quarter
67% reduction in email bounce rates
Significant increase in dial-to-connect rates
Three biggest clients in Asia sourced through Lusha
Consistent, predictable pipeline performance
Data is our bread and butter. Lusha is focused on data, not bling and bells and whistles.
No complexity. No feature creep. No distractions. Just accurate contact information for IT decision-makers across global markets with GDPR compliance.
That simplicity is what let WalkMe’s Strategic Development Team move from missing targets to beating them by 20% every quarter.
When the problem is data, the solution is better data. Jeremy knew that. He pushed for full Lusha deployment. The results speak for themselves.
Website: https://www.walkme.com/
Industry: Software Development (Digital Adoption Platform)
Size: 1,001-5,000 employees
Founded: 2011
Location: San Francisco, California (offices in Tel Aviv)
