Taylor Hughes
Head of RevOps
FleetDM, an open-source platform for IT and security teams, specializes in device management, vulnerability management, and endpoint operations. With a 50-person team, they rely on highly targeted outbound sales to connect with IT and security leaders in enterprise companies managing thousands of devices. Their approach rejects mass-emailing in favor of thoughtful, one-to-one outreach.
While FleetDM knew exactly which companies fit their ICP, they needed better signals to determine which accounts were actively in-market. Without clear intent data, their sales team risked spending time on companies that looked good on paper but weren’t ready to buy, while overlooking accounts already researching a solution.
FleetDM’s sales team was highly selective with their outreach, but with thousands of ICP-fit companies, they had no way of knowing which were currently evaluating a solution. This meant reps often spent time on accounts that fit the profile but weren’t showing real buying intent. Without a structured way to prioritize leads, they missed key engagement opportunities and wasted time on lower-intent prospects.
Marketing faced a similar challenge. The lack of visibility into which content resonated most with high-intent visitors made it difficult to refine campaigns and ensure the right messaging reached the right audience at the right time.
You only have so much time in a day; you need to use those resources on accounts that are interested in what you are offering to ensure activities are contributing to the bottom line.
Taylor Hughes
Head of RevOps
FleetDM had tested similar tools before, but they were either too slow to implement or lacked the precision needed for their highly targeted approach. Snitcher stood out for its fast implementation, seamless integrations with HubSpot, Slack, and Zapier, and customizable Segments (which meant their sales team could laser-focus on ICP visitors).
Within days, FleetDM had Snitcher up and running, feeding real-time visitor data directly into their CRM.
Prioritize in-market leads, automate workflows, and engage decision-makers when it matters most with Snitcher.
With Snitcher in place, FleetDM set up Segments to organize visitor data based on target market criteria. Once configured, automation took over. Qualifying accounts were instantly pushed to HubSpot and assigned to reps, eliminating manual tracking and guesswork.
Snitcher’s behavioural tracking gave reps deeper insights into prospect engagement. Instead of cold outreach, reps could now see exactly which companies were browsing high-intent pages like pricing and product documentation.
Marketing also optimized ad spend by analyzing which content engaged ideal prospects, ensuring sales and marketing efforts were aligned.
With Snitcher fueling their prospecting, FleetDM saw a significant increase in pipeline efficiency. Sales reps focused on accounts already demonstrating intent, boosting connection rates and improving conversion rates throughout the funnel.
In just one month, FleetDM added 70 new ICP-fit accounts to their pipeline, accelerating revenue growth and validating their data-driven approach to outbound sales.
Snitcher is necessary for a sales organization to understand which prospects have expressed interest in their product. Prospects are raising their hands, and Snitcher gives us the tools to see it.
Taylor Hughes
Head of RevOps
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