How Kefron Uses Beauhurst for Smart Outbound Prospecting
"The older way of working is no longer sustainable, and I don’t think we would have been able to do it without Beauhurst. Today, we’re no longer targeting poor-fit accounts."
Kefron is a data storage and information management company that serves companies in high-compliance sectors such as finance, legal, and health.
Working with Beauhurst delivered:
SDRs have reduced prospecting time by 87.5%
6.5x increased conversion rate from lead to meeting
96% reduction in time spent building target account lists
Why Kefron chose Beauhurst:
- Identify the total target market of ideal clients: Without access to Beauhurst, Kefron’s lists were missing ideal accounts, and hunting for them was a drain on their time.
- Implement growth triggers: The team at Kefron had to manually research companies to find signs of growth.
- Personalise emails and calls with insights: Kefron’s sales team had limited information on companies and struggled to personalise their outreach.
- Prepare for calls and demos with accurate data: The sales team lacked company insights and discovery calls weren’t converting as well as they could have.
- Track hot leads and nurture them: Tracking prospects was all done manually, with no capability to get automated alerts.
The Challenge
Business development is always in flux. During one of those periods of change, Kefron sought to update and optimise its sales process to future-proof the business.
Kefron’s initial business development strategy focused on volume, which served them well during their growth phase. But as the business evolved, Kefron recognised the need for targeted account outreach based on core ideal customer profiles (ICPs).
However, it soon became clear that there were a number of challenges to this.
For example, the time spent researching accounts was too high to maintain an efficient Sales Development Representative (SDR) team. Crucially, without a reliable company data tool, the team lacked the up-to-date information needed to enhance their outreach to the right audience, at the right time.
Adam Lomax, Kefron’s Sales Development & Revenue Operations Manager, explained this, adding: “We tried to switch to targeted accounts, but without the means of getting the right information, it was a challenge for our SDR team to be credible in outreach conversations”.
Other popular sales tools worked to track people moving from company to company but were very poor on the specific company information itself — especially around turnover and headcount. And if an ideal customer wasn’t on LinkedIn, they weren’t visible. This limited what Kefron’s SDR team was able to achieve.
Therefore, Kefron needed to both change its sales and prospecting approach and upgrade its tools. Adam explained, “We wanted to get more targeted, and there was no way we could do that without Beauhurst.”
The Solution
The solution for the team at Kefron was to get a Beauhurst subscription — a tool that, in Adam’s words, was, “Exactly what we needed to go and identify companies that we should approach.”
Identifying ideal customers
“Being able to dig into the financials, and having that available and on-demand is massive for us — and actually having the confidence that it was accurate.”
Data-driven business development
With insights on sales triggers such as growth, turnover, and investment, the Kefron SDR team can now approach businesses at the right time.
For example, if a target company has recently expanded its premises or featured in a high-growth list, Kefron’s team will be the first to know. This opens up new conversation topics and helps the team personalise their messaging too, granting greater credibility
And they’re already seeing results, with Adam explaining that, “There are accounts that, without Beauhurst, we never would have come across”
Enhancing sales processes
Embedding Beauhurst data into Kefron’s existing workflows has resulted in a far more streamlined, efficient approach to business development.
For example, Adam uses Beauhurst to identify Kefron’s total addressable market using our company Collection feature — the building of dynamic company lists — and exports this data to other platforms for precision account-based sales.
“When we initially research an account, we search them on Beauhurst for financials, business activity, and corporate structure — and then they use that to personalise their outreach.”
Empowering Kefron with proactive account management
To ensure the Sales team at Kefron experienced a smooth onboarding process — and continues to get the best out of our data today — our Account Management team have been on hand to offer training and insights.
Now, Kefron’s Account Manager provides ongoing support and tailored guidance, adapting to their specific needs and challenges. This ensures that the Kefron team is always aware of the latest Beauhurst platform features, data, or best practices.
This ensured that the team is always up-to-speed on how to get the most out of the platform. Adam went on to explain:
“Alina has been great, she’s always on hand. She’ll proactively reach out to individuals in my team to make sure we’re always getting the most out of the platform.”
The Results
“My team always has Beauhurst open in a tab.”
- 96% reduction in time spent building target account lists
- SDRs have reduced prospecting time by 87.5%
- 6.5x increased conversion rate from lead to meeting
- 1.5x increase from lead to qualified opportunity
Since working with Beauhurst, Kefron has overhauled its prospecting process — saving vast amounts of time and increasing conversion rates as a result.
In practice, the team is saving an entire day in admin and research time, enabling them to focus exclusively on high-quality client prospecting, with Adam adding that his team are getting “an extra day a week spent on outbound prospecting due to time saved”.
Kefron’s Revenue Operations function has also saved 96% of the time they’d normally spend list building – a huge reduction. Additionally, there has been a time-saving of around 87.5% on researching companies and lists, freeing up time to focus on more strategic, profitable activities.
“The process compared to now was taking hours and hours of research. Now, we can filter down to really specific details that Beauhurst has.”
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