Informa Drove 73% Revenue Growth with Fullcast Revenue Intelligence
At a glance
increase in revenue by capturing all customer activity
Salesforce adoption by providing a 360-degree view of accounts
increase in engagement with high-quality accounts
Who Is Informa?
“All the knowledge, contacts and interactions that we capture would walk out the door if not for Fullcast Revenue Intelligence.”
Chris Fowles
Head Of Analytics, Sales Operations & Sales Enablement
Informa is a leading international group for business intelligence, academic publishing, and events, connecting specialists with knowledge and networks.
As Informa scaled, its most valuable asset—customer relationships—was at risk. With intelligence fragmented across teams and walking out the door with departing reps, revenue opportunities were being missed. Ebsta delivered complete visibility, capturing every interaction to secure institutional knowledge and accelerate growth.
The Challenge
Knowledge Drain
When salespeople left, they took customers and account history with them, slowing down new hires.
Fragmented Visibility
With up to 30 team members engaging a single customer, tracking conversations was impossible.
Operational Blindspots
A lack of a unified account view hindered effective coaching and allowed at-risk accounts to go unnoticed.
The Solution
Capture every interaction, understand every relationship. Made possible with Fullcast.
Centralized Relationship Intelligence
Fullcast gave Informa a 360-degree view of every customer by automatically capturing and syncing all communications into their CRM. This created a permanent system of record, ensuring that vital relationship knowledge and context remained with the business, even when reps left.
Automated Relationship Scoring
By codifying every interaction, Fullcast provided real-time scores on relationship strength. This allowed Informa to proactively identify at-risk accounts, spot opportunities for multi-threading, and focus resources on their most engaged customers, preventing deals from going cold.
Accelerated Onboarding & Handoffs
With complete historical context at their fingertips, new reps could ramp up instantly on existing accounts. Fullcast eliminated information silos, ensuring a seamless and informed transition of newly won accounts from sales to client services, boosting team efficiency.
Data-Driven Sales Coaching
Fullcast armed sales leaders with complete visibility into account activity and relationship maps. This deep insight enabled more effective, targeted coaching, helping managers guide reps on deal strategy and improve overall sales performance across the team.
The Results
Complete Visibility. Stronger Relationships. Faster Growth.
Revenue Growth
Fullcast armed Informa with the relationship intelligence needed to prevent deals from stagnating and identify new opportunities. This complete visibility into account health translated directly into a 73% increase in revenue.
A Single Source of Truth
Fullcast Revenue Intelligence turned Salesforce into the definitive hub for all customer activity and relationship data. After syncing every interaction, it made the CRM an indispensable tool, driving a 3x increase in adoption.
Strategic Engagement
With real-time relationship scoring, Informa’s teams could identify their most valuable accounts and proactively manage engagement, which allowed them to focus their efforts and achieve a 12% lift in account engagement.
