RiskIQ is a cybersecurity company that uses Cirrus Insight to integrate their sales and customer data. They found that Cirrus improved their workflow by allowing quick access to customer information and easy logging of emails and conversations in Salesforce. This saved the sales and customer success teams around 2.5 hours per week each. As a result, RiskIQ saves over $1,200 per month in increased productivity. Cirrus' email tracking also directly helped RiskIQ close deals by informing a sales representative when an important email was opened multiple times, and allowing them to follow up on an unopened proposal email that then resulted in a signed deal.

1. Winning Deals By Helping Customers:
A Case Study

2. Introducing RiskIQ
RiskIQ is a cyber security company that helps
companies identify threats and keep them
safe from harmful attacks or software. They
look over a company’s external facing assets
and make sure the company is fully protected.
Their work depends on being able to quickly
communicate and help those who rely on them.
We sat down to talk with Chris Wells, one of
RiskIQ’s Customer Success team members, to
discuss their experience with Cirrus Insight.
We’ll see how Cirrus has become an essential
part of their workflow and has even helped
RiskIQ close deals.
Chris JT Wells, Technical Account Manager

3. Moving from a Competitor to Cirrus Insight
RiskIQ was formerly using a different sales
platform, but it wasn’t working. They made
the decision to ask for their money back,
and instead use Cirrus in combination
with Gmail for their sales team.
Their initial concern was whether Cirrus
would fit properly into the sales team’s
workflow. RiskIQ had tried other plugins in
the past, but they hadn’t stuck.
However, the value of seeing customer’s
information instantly in the inbox and
being able to quickly add information
back into Salesforce without having to
switch applications proved much easier
than the previous method of BBC to
Salesforce. Adding an email to Salesforce
could now be done with a single click.

4. Finding the Value in Cirrus
Wells and his team immediately started
benefitting from the new method of
adding information to Salesforce. “We
were working with multiple threads of
conversation, but now there was always a
way to track all of it back into Salesforce
with all the essential people in the
company,” Wells said.
RiskIQ saves $1,248.78 per month
with Cirrus Insight
After having Cirrus for less than nine months, “people have started using
Cirrus religiously.”
Thanks to Cirrus, the team had been saving time each week by being able to log and
access as part of their inbox workflow. Both the Customer Success and Sales teams
saved around 2.5 hours of time each week.
The saved time alone builds a large ROI for Cirrus. Based on the median salary of
a sales rep and the number of reps using Cirrus, RiskIQ saves $1,248.78 each month
in productivity gains. Besides saving time, RiskIQ runs their sales process through
Cirrus. Wells likes being able to use the Cirrus mobile app in addition to the web
app. “You always have access to critical info,” he said.

5. “A well-known finance business had a
vulnerability that was being made public to
security community, so they have to act
quick to get it fixed, because once it’s
general public knowledge someone is going
to exploit it.” Wells explained the business
wasn’t even using RiskIQ’s threat detection,
but he wanted to go ahead and help them.
How Email Tracking Helped RiskIQ Close Deals
Chris sent them instructions on how to fix the issue with Cirrus’ Email Tracking
enabled. He then saw that the email with the instructions was opened a whopping
67 times. “I knew what we were saying resonated well, and we could approach them
with an add-on. And now we are in process of closing deal.”
That wasn’t the only time email tracking led to business win. Representatives from a
company met with RiskIQ and loved one of their products. A proposal was sent to
the top executives right away. And then nothing. Wells checked and saw that email
hadn’t actually been opened yet. When the executives were able to get around to
the email, Wells then followed up the next day, and the proposal was signed.