Knowledgelake integrated InsideView with its Microsoft Dynamics CRM system, replacing two vendors with a single solution that significantly reduced costs and improved sales efficiency. The deployment led to enhanced targeting of decision-makers, quicker sales cycles, and increased productivity, resulting in thousands of dollars saved and an immediate return on investment. Additionally, InsideView facilitated the development of more effective marketing lists and supported the company's social media strategy, contributing to growth in international business and customer conversions.

1. “ With InsideView, we were able to replace two
vendors with one solution that works much better.
This has saved us thousands of dollars and
provided an immediate return on investment. “
Barb Potter, Director of Marketing
KnowledgeLake : Integration with Microsoft Dynamics CRM
InsideView Success Story
About KnowledgeLake
KNOWLEDGELAKE Headquartered in St. Louis, Missouri, KnowledgeLake, Inc., is the market leader in
ESSENTIALS Microsoft SharePoint ECM products and solutions. The company is a three-time
• Company Size Microsoft Partner of the Year award winner and is recognized as the founder of the
2 million licensed users SharePoint document imaging marketplace in 2003. Built entirely within Microsoft
in 35 countries
SharePoint, KnowledgeLake products enable organizations of any size to standardize
• Industry on SharePoint as a powerful content platform for building and deploying rich solutions
Technology
that satisfy many diverse business workloads.
• InsideView Users
45 active users
The Challenge
• Sells to KnowledgeLake’s Microsoft Dynamics CRM system is implemented across its entire
Organizations of any size
organization to manage interactions with customers, clients, and prospects. It includes
several best-of-breed third-party technologies for web intelligence and forms, email
marketing, prospect list building, and lead scoring. While the CRM system made
it easy to identify the right companies to target, it was difficult to find the decision
“ The end result is that using makers within each organization. It was even harder to connect with them.
InsideView we are able to
speed the sales process and To solve these challenges, KnowledgeLake began looking for a solution that could
close more business. ” integrate with its CRM system to help its Sales team target and engage with decision
makers. To be effective, the solution needed to include current contact information,
Barb Potter accurate email addresses, and a way to build industry-, departmental-, job-function,
Director of Marketing and vertical-specific lists.
KnowledgeLake

2. The Solution
InsideView’s Impact KnowledgeLake learned about InsideView during a conversation with another CRM
• Reduced sales cycle vendor. After gathering more information and feedback, KnowledgeLake implemented
a proof of concept for Sales to test the solution in a live environment. The feedback
• More effective lists for sales
was very positive. In fact, the Sales team preferred InsideView over Hoovers which was
• Increased sales productivity
also being used at the time.
• Saved thousands of dollars
on IT costs “In addition to everything we needed to add, InsideView gave us what has become
• Received immediate ROI one of the most beneficial components of our CRM system—social sales intelligence,”
• Increased awareness across said Barb Potter, Director of Marketing for KnowledgeLake. “With InsideView, we were
targeted social media able to replace two vendors with one solution that works much better. This has saved
channels us thousands of dollars and provided an immediate return on investment.”
InsideView is now deployed throughout KnowledgeLake’s entire Sales and Marketing
departments.
InsideView comes The Results
automatically installed in In addition to saving on IT costs and providing and instant ROI, InsideView has helped
Microsoft Dynamics CRM KnowledgeLake grow its international business by identifying the right decision
Learn how InsideView will help you makers and giving the Sales team relevant information (or triggers) that allow them
increase your productivity today:
to make instant connections. InsideView has also allowed Marketing to build more
www.insideview.com/Microsoft
effective lists for various events that need to be targeted based on department,
industry, job function, and geography. And, email campaigns built with contacts
identified by InsideView have a lower bounce rate than lists that were created with the
previous solutions.
Finally, with InsideView, KnowledgeLake no longer has to pay on a per-contact
download basis which saves the company money over the long term. InsideView also
allows users to search for contacts with LinkedIn profiles. This saves time by ensuring
the contact information is up to date since LinkedIn content is user-generated.
“The end result of using InsideView is that we are able to speed the sales process and
close more business,” concluded Potter.
View on Social Media
KnowledgeLake believes it is important to embrace social media to gain uncensored
community feedback about the company, promote its brand, generate web traffic,
and enable prospect conversions for Sales. In 2011, 15% of the company’s web traffic
resulted from referring social media sites. This percentage has increased each month
444 De Haro Street, Suite 210 in 2012 and currently accounts for 18% of KnowledgeLake’s overall traffic with 24% of
San Francisco, California 94107 these visitors being converted into customers.
Main: (415) 728-9340 InsideView gathers data from social media outlets to provide KnowledgeLake with
Fax: (415) 728-9350
insights about market trends, potential leads, relevant news, and community feedback
www.insideview.com about competitors. “Given the importance of social media, InsideView fits right in with
R0512 our social strategy,” said Potter.