Case Studies
Providing relevant, actionable information and analysis is at the core of what we do. But, don't take our word for it - see how Hoover's expert insight and powerful tools help drive successful companies with case studies from Miller Heiman, Hewlett-Packard, and NPR.
Miller Heiman
When it comes to marketing and sales lead development, Miller Heiman knows better than most that it pays to target efforts for the best results. Rather than a "ready, fire, aim!" approach, the sales training and consulting firm plans its acquisition campaigns with all the precision it can muster.
To ensure that it has the most applicable business data from which to execute its campaigns, Miller Heiman turns to Hoover's.
Hewlett-Packard Company
Hewlett-Packard is a $92 billion dollar company with thousands of client accounts. Because the company is continuously hiring new sales representatives and routinely altering its go-to-market models, HP sales representatives are often presented with new accounts - strategic accounts they weren't covering before.
One of the key needs the company had was finding a way for its sales representatives to get up to speed more quickly on the client accounts they were going to be calling on - specifically the accounts in which HP did not have a strong presence. The company's sales representatives needed to be able to slice critical data in a number of ways - whether drilling down for more detail into a specific account or conducting a broader search into a vertical market or industry. These capabilities were key drivers in HP's selection of Hoover's.
National Public Radio (NPR)
"We're an affordable national buy, but you need at least $250,000 a quarter to utilize us correctly," said Frank Casamento, national corporate sponsorship representative, NPR. "To tap into the affinity of NPR demands longevity; short-term blitzes don't work."
As a result, the team targets large corporations-this is where its investment in Hoover's has paid off.
WebEx
As the company grew and business professionals began to understand the value of Web-based interaction, WebEx needed to provide its sales force with tools that would enable them to sell smart and grow the company at the same quick pace.
Hoover's quality information about WebEx's prospects and customers made it an excellent choice.
GSD&M
Getting the skinny on your competition and customers is vital to your company's profitability and growth. No one knows this better than GSD&M, the brash, Austin, Texas-based advertising agency whose client roster includes Southwest Airlines, DreamWorks, and the US Olympics Committee.
To get what it needs, GSD&M turns to Hoover's.
Billian Publishing, Inc.
"The biggest value of Access Hoover's for us is the ability to quickly and easily enrich the data on our existing customers," continued Brooke. "Then we're able to take the results of this data enrichment to create a complex query using Hoover's Build A List tool to find additional prospects we didn't even know existed. It's very rare that you'll search for a company record that Hoover's doesn't have. We have a lot of smaller companies who are clients, and 9 times out of 10, those records exist on Hoover's, which is pretty amazing."
Access Hoover's has proven to be a key component in Billian's "full circle" sales process.
Bishop Partners, LLC
"Hoover's offers pricing options that work for small businesses and that's a huge plus for us," said Susan Bishop, President and CEO. "Within minutes, Hoover's gives us, at a reasonable price and with great customer support, accurate, up-to-date information that used to take longer and cost more to find."
"Hoover's is a name that you respect. You know you're going to get quality information from them," Bishop added. "We get regular e-mails from Hoover's that keep us apprised of what's going on in the industry. It gives us the confidence that there's somebody out there looking out for my company's interests other than me. Plus, Hoover's customer service makes things so easy, there's no way I would consider switching to another provider."
Huthwaite Inc.
Huthwaite decided to utilize both Hoover's and First Research throughout its sales process. Hoover's became the starting point to obtain company-specific information and First Research became the tool of choice for educating the team on the company's industry. As a result, the Huthwaite team can now easily find a company's SIC Code using Hoover's, for example, and then quickly pull the related Industry Profile from First Research.
"Using Hoover's and First Research together gives us the true Sales Intelligence we need to be successful."