case study

Okendo Discovers New Prospects & Enriches Lead Data with Charm.io

Author’s Note: Charm.io hired us to meet with their customers and learn about their experience and success with the platform. Here is the published article.


About Okendo

We spoke with Safiya Moran from Okendo to learn how she and her team are using Charm.io and some of the secrets behind their success with the process. Okendo is a customer marketing platform that raised a $26 million series A financing round. Today the company works with over 5,000 consumer brands and helps them attract more shoppers, increase sales, and increase their customer lifetime value. One of their most popular services is the reviews platform that works with Shopify eCommerce stores. Okendo aims to build customers for life and is trusted by some of Shopify’s fastest-growing brands. The company also integrates with over 50 commerce technologies, enabling them to deliver seamless experiences to consumers and increase brand loyalty and customer lifetime value (CLV).

Favorite Features

Okendo uses Charm.io to discover new prospects and enrich the data that they have on existing leads. Some of their favorite features of the Charm.io platform include identifying DTC brands by the technologies they use and where they are located. Another favorite feature is Charm.io’s proprietary scores for all DTC brands, including ranking DTC brands based on Growth Score, Success Score, and Sophistication Score. The Okendo team has found the platform to be exceptionally intuitive, which saves significant time on a daily basis and when onboarding new team members. All of the data and tools that Safiya and her team need are right at their fingertips.

Technologies

Within Charm.io’s platform, companies can see which types of technologies DTC brands are using. These insights are particularly helpful for Okendo since they primarily work with companies that use Shopify. The Tech Tab (within every Charm.io Brand Report) tells their team which DTC brands use the Shopify platform and which other tools they are using in conjunction with Shopify. They can also use the Prospector tool to easily view a comprehensive list of DTC brands using Shopify. This information is also synced to their Hubspot account. Since Okendo has a long list of integration partners, this helps them identify which brands work with their partners.

Many companies use this tool to know how to customize their sales pitches to various companies and which integrations they can lead within marketing. Often, brands that use a sophisticated tech stack will be more likely to purchase from a company that integrates into their existing workflows.

This view into technologies used also provides insights into which competitors the DTC brands may be using. This is a key indicator that the brand has a need for Okendo’s services and would likely be a good fit if the Okendo team can win over the decision makers.

Companies frequently use Charm.io to do competitive research and create a target list of prospects that are currently using competing companies. This information helps to prepare the sales team and position marketing messages as comparison tools that allow companies to see why they should make the switch away from the competition.

Scores

Members of the Okendo team also use Charm.io’s proprietary scores to enrich their existing data. This helps them prioritize the fastest-growing brands and it expands their TAM to up & coming brands that are growing super fast. Since the company has its sights set on the top 10% of Shopify brands, the Growth Score is a key indicator to follow to identify its ideal prospects.

Customer Support

Safiya also noted that they are connected to the customer support team at Charm.io through a dedicated Slack channel, which has made it incredibly convenient for them to get help as needed and receive responses quickly.

Enriching Hubspot Data

Okendo uses Hubspot as its marketing software, which means the company benefits from Charm.io’s seamless integration with Hubspot. This enables the team to run Charm.io continuously in the background to enrich the data that they have on prospects and leads within their system. When Okendo runs special campaigns to expand its database, the team relies on Charm.io to create a list of target companies that are not already in their Hubspot system.

Looking to the Future: 2023 Plans for Charm.io

While Okendo’s team has gained significant benefits from the Charm.io platform, Safiya believes they are only using about 25% of what the technology has to offer. She says that 2023 would be a great time to expand their use of Charm.io and the benefits that it brings to their company. The team can also take advantage of Charm.io’s weekly newsletters and monthly webinars by the Customer Success Team to expand their use of the platform.

Okendo Recommends Charm.io for eCommerce Data Enrichment

“We recommend Charm.io to any company in the eCommerce field that would like to prospect for DTC brands and leverage a reliable data enrichment tool,” said Safiya. “Charm.io provides the best data coverage of the tools we’ve tried, and the user-friendly, intuitive interface makes it easy for any company to use the platform. Charm.io has become a critical tool in Okendo’s data enrichment process.”

Try Charm Today

Charm.io is a leading eCommerce intelligence platform for prospecting, brand research, and accessing vital contact information for key players in each company. Get started with a free Charm account here and attend our upcoming Charm 101 webinar to hear from our Customer Success Managers about how to build the perfect pipeline and find DTC insights.

HeySocial Accelerates Business Growth with Charm.io

Author’s Note: You can find the published case study here. This may contain final updates from the client.


About HeySocial

HeySocial is an advertising agency that specializes in TikTok advertising for eCommerce brands. Twin brothers, Lucien and Simon, are the co-founders of the company, which has worked with brands such as Coinbase and Manscaped to rapidly and consistently grow their social media followings.

The Prospecting Problem

Prior to finding Charm.io, Lucien and Simon used a virtual assistant and various tech tools to create prospecting lists. However, the tools they used required them to review each company individually to ensure it matched the criteria, which wasted a significant amount of time. The most they could target each month was around 3,000 new prospects.

After signing up with Charm.io, that number grew to 10,000 prospects in a matter of two weeks. Given HeySocial’s immediate success with Charm.io, we asked these co-founders to speak with us about why they think Charm.io has led to such impressive results so quickly.

Favorite Features

“Charm.io is an impressive prospecting tool for our sales team,” said Lucien and Simon. “We can narrow down our potential targets to a prioritized list based on precise criteria. The wide range of filters available in Charm.io and easy exporting capabilities are some of our favorite features. With the quick export, the information is immediately usable and creates instant value for our team. The customer success team has also been incredibly helpful and responsive to our needs.”

Filters for Precise Prospecting

The team at HeySocial uses Charm.io’s filtering capabilities to build specific and customized prospect lists. Some attributes they look for include revenue, market, advertising, and TikTok growth. Because they deliver TikTok advertising services, they can focus on brands that are using TikTok but may not be growing at the pace they would like.

Once the filters are in place, it’s easy for HeySocial to build custom static or dynamic lists and export them as needed. Compared to their previous process before signing up for Charm.io, HeySocial was able to save significant time, build more extensive and precise lists, and contact more prospects in just a matter of days. Before Charm, HeySocial spent two weeks getting 5,000 emails, and now with Charm, they can get 5,000 emails in just 30 minutes.

Customer Service

Lucien and Simon shared their thoughts on the customer service experience with Charm.io. “Charm.io is very customer-centric. Our account manager is always responsive to our needs. Recently, we had a question about an issue we were dealing with, and the customer service team was able to quickly teach us about the key features that would help us to overcome those challenges. We had a solution in minutes, not days.”

HeySocial’s Real Results Using Charm.io

When we spoke to HeySocial, the team had only used Charm.io for a few weeks, which made the results they shared even more impressive. After signing up for Charm.io, the company could prospect for the same number of brands in 20% of the time. While HeySocial used to contact approximately 3,000 brands in a month, they accomplished the same thing in just six days using Charm.io.

Results After 6 Days

  • Sent 2,958 emails — five times higher than the average HeySocial sent previously within the same timeframe

  • Had an email open rate of 75%

  • Added 34 prospects with an average value of $88,000

  • Booked 14 discovery calls with a close rate of 14%

At the time of the interview, HeySocial had approximately $42,000 worth of qualified leads in the pipeline. We followed up with them to get their results after just one month of using Charm. They increased their success numbers significantly during that time.

Results After 1 Month

  • Added 71 prospects valuing $177k

  • Booked 50 discovery calls — five times the amount of discovery calls they would previously book in a month

  • Closed 7 deals and added $19,250 MRR with the rest of their prospects still in discussions or pushed back to the new year

HeySocial Recommends Charm.io

“We would recommend Charm.io to any company that wants to be really precise with their cold outreach while saving a significant amount of time,” said Lucien and Simon. “Some of our favorite things about Charm.io are the precision, time savings, and robust data that we get from the platform and the quality of their customer service, including their ability to take feedback for future product updates.”

Try Charm Today

Charm.io is a leading eCommerce intelligence platform for prospecting, brand research, and accessing vital contact information for key players in each company. Get started with a free Charm account here and attend our upcoming Charm 101 webinar to hear from our Customer Success Managers about how to build the perfect pipeline and find DTC insights.