Lead Prediction with Salesforce
Our client, Agari, protects organizations against phishing, business email compromise (BEC) scams and other advanced email threats using predictive AI informed by global intelligence from around 2 trillion emails annually. Agari approached us because they needed help identifying when their prospects needed their services and were ready to buy.
They had tried feeding their sales team with purchased lead data they uploaded into Salesforce, but had little success.
Furthermore, the process required a lot of manual data entry, manipulation, and analysis which was error prone and slow.
Agari needed a process that would allow them to scale their business with Salesforce automation.
Agari knew that certain changes to Domain Name System (NDS) records would indicate that a prospect was having issues with security, so our task became monitoring DNS activity for companies Agari identified as targets and automatically updating Salesforce with these hot leads.
Our solution was to build a custom application we call ADM to monitor the DNS dataof domains that match Agari's Ideal Client Profile.
One example would be to find users who were adopting Microsoft 365 for cloud email.
Data on this type of domain activity is not publicly available for purchase on the market, so building a product that would find that information gave Agari a leg up against their competition.
Our solution had a number of key functions:
- Automatically updating SalesForce data - When the triggering events happen in the DNS records, our tool automatically updates SalesForce with the relevant domain information so the Marketing Representatives or Account Executives can further monitor and reach out to the domain owners to offer help with their email security.
- Identifying potential client attrition - Our solution accesses publicly available information on the security systems their clients use and get ahead of potential client attrition.
- Monitoring updates to SaleForce data- We also built custom objects in Salesforce that notify ADM when a Marketing Representative or Account Executive enters a new domain or email address into a Salesforce contact of account record. ADM then polls and parses the DNS records for the needed information and updates Salesforce.
Our solution is currently monitoring hundreds of thousands of domains every 24 hours and generating a report that serves up quality leads to the Agari sales team.