How a Former U.S. Army Ranger Founded SifData to Locate Your Missing Leads
Kyle Morris does not like lost opportunities. As a U.S. Army Ranger from 2003 to 2007, he developed an abiding respect for speed and accuracy -- traits key to ensuring every favorable circumstance is leveraged to an advantage. As the founder of SifData, a company that track job changes in Salesforce to help sales, customer success and marketing teams know when their contacts move, Kyle has built a tool proven to reduce churn, generate pipeline and close deals faster. In other words, no more lost opportunities.
In business, as in the military, accurate and timely intel can mean the difference between success and failure. In 2014, Kyle recognized an opportunity and created a natively built Salesforce application that could automatically do all the heavy lifting so teams can be notified when key contacts moved to another organization.
“Contact movement is a liability. If you don’t know when key contacts move you’re missing out on new opportunities, exposing yourself to churn and giving your competition a chance to edge you out,” said Kyle.
Today, deploying SifData to support a growing sales, success and marketing team is easy, but devising the software and founding the company was not. The idea for SifData came to Kyle years earlier when he had been forced to learn how to be a Salesforce administrator and developer from scratch. No problem. The former Ranger taught himself to code.
The Origins of SifData
After graduating from the University of Oregon with a B.S. in business and entrepreneurship, Kyle worked as an SDR for Gigya, a tech company that offers a customer identity and access management platform.
Before long, Kyle was managing Gigya’s small SDR team. Within two years he had scaled that team from seven reps to 70. During this period of hyper-growth phase, Kyle collected first-hand experience regarding the biggest challenges SDRs face when outbound prospecting.
Setting meetings with enterprise level executives is extremely challenging, but Kyle found success by targeting former customers of Gigya who had left to join another company. Since these customers were already familiar with Gigya, he found that this was an easy way for his team to schedule meetings.
After spending several years as the director of Gigya’s lead generation programs, he was asked to manage business operations. As someone without a lot of technical experience, he was challenged to develop the new skills required for this role.
Kyle was an experienced user of Salesforce, but realized he didn’t understand it from a technical perspective. He poured himself into learning the ins and outs of Salesforce, including how to code. Before long, he was a capable developer.
“One day, the head of customer success came to me and said, ‘I need to know when our champions change companies. We keep churning accounts because don’t realize they’ve left in time,” said Kyle.
It occurred to Kyle that both sales and customer success could benefit from knowing when contacts move. He also realized no product existed on the market that tracked such job changes. It was a goldmine of data that was not being curated and leveraged. He started building SifData on nights and weekends. Although he had only been coding for four months, Kyle secured his first customer because there was an unmet demand for a product that could provide sales teams with quality data on their contacts.
After securing his first customer, Kyle left his job at Gigya to focus on SifData full time. He’s steadily grown SifData’s customer base, and today he works with companies of all sizes like Sumo Logic and Instapage to help them drive pipeline and cut down on churn.
On average, 6 percent of your contacts and prospects are changing jobs every month and 40 percent of the contacts in Salesforce are sitting under the wrong account. SifData surfaces these job changes in Salesforce in real-time. As a native Salesforce application, you can generate alerts and trigger processes to make sure reps are following up.