Automotive Data Case Study
Driving market displacement in the automotive data industry.
Infinity helped a leading automotive data provider break into a saturated market, displace an entrenched competitor, and build a scalable inside sales engine that delivered $208M in revenue.
Case Study Highlights
Trial-to-Paid
Achieved by combining value-driven messaging with structured follow-up.
Increase in AOV
Increased upsell and cross-sell opportunities, lifting the average order value by $115.
Dealerships Sold
This scale provided credibility, network effects, and long-term revenue stability.
- Project Details
Industry
Products Used
Services Used
Project Summary
From market underdog to industry leader.
A vehicle history data provider was struggling to grow in a space dominated by a major competitor. Their early attempts to scale sales failed, until they partnered with Infinity.
Leveraging our Buyerlytics™ methodology and GTM execution expertise, we built a data-driven sales program that converted trials into customers, shortened sales cycles, and generated over $200M in revenue.
The Challenge
Breaking through a crowded, competitive market.
Despite offering superior data, the client couldn’t gain traction in a market monopolized by a well-known brand. Field sales were underperforming, and their outsourced call center strategy failed to generate sustainable growth.
Market Control
The top brand in the vehicle history report space had near-total market control. Even with a solid product, the client struggled to break through due to entrenched brand loyalty.
Reluctant Dealers
Most dealerships saw no reason to switch, even if the client’s data was better. The perceived risk of changing vendors outweighed the potential upside, making it hard to start meaningful conversations.
Inefficient Sales Cycle
The client’s sales process averaged over 55 days from first contact to close. Without a proven value hook or a compelling reason to act, sales stalled or fell through entirely.
The Solution
A strategic pivot to product-led inside sales.
Infinity used its Buyerlytics™ methodology to reposition the product around its strongest differentiator, data quality, and created a low-friction trial strategy. After early traction, we expanded to support account management and prioritized high-value targets.
Value Around Data Quality
We shifted the sales narrative to what actually mattered to dealers, data accuracy & trust. By focusing on the measurable differences in data integrity, we gave reps a powerful talking point that competitors couldn’t easily replicate.
Launched a 30-Day Free Trial
Infinity introduced a no-commitment 30-day trial to remove friction and lower the barrier to entry. This allowed dealerships to experience the value firsthand, building trust and accelerating buying decisions.
Built Dedicated AM Team
Infinity built a specialized Account Management team focused solely on converting trial users into paying customers. This team prioritized the highest-value targets and used insights to guide outreach & urgency.
The Outcomes
Scaling revenue, conversion, and market share.
The engagement delivered transformational outcomes: trials converted at over 90%, sales cycle time was cut in half, and Infinity helped scale the sales team 6x. The program continues to deliver results 14 years later.
92% Trial-to-Paid Conversion Rate
Our conversion-focused strategy turned nearly every trial into a long-term customer. By combining value-driven messaging with structured follow-up, the team achieved a 92% conversion rate that far exceeded industry benchmarks.
Sales Cycle Reduced from 55+ to 26 Days
We cut the sales cycle by more than half through smarter targeting, faster trial activation, and stronger lead nurturing. This acceleration gave the client a major competitive advantage and increased overall deal velocity.
$115 Increase in Average Order Value (AOV)
Infinity’s account management strategy helped increase upsell and cross-sell opportunities, lifting the average order value by $115. We also prioritized higher-value customer segments to maximize revenue per sale.
Sales per Rep per Day Grew from 2 to 10
Daily sales productivity increased fivefold thanks to better training, optimized talk tracks, and data-informed outreach. Reps were able to move faster and close more with less time spent chasing unqualified leads.
25% Market Share Captured
The client went from a fringe player to a major competitor, securing one-quarter of the market. This shift in positioning proved that the right go-to-market strategy could overcome even the strongest incumbents.
9,800+ Dealerships Sold
Infinity helped the client build a massive footprint, bringing their solution to over 9,800 dealerships nationwide. This scale provided credibility, network effects, and long-term revenue stability.
Sales Team Scaled from 6 to 40 AEs
Infinity scaled the inside sales team from just 6 to 40 Account Executives, providing the horsepower needed to fuel aggressive growth. This expansion allowed the client to maintain quality while handling volume at scale.
$208M in Total Revenue Generated
Across the partnership, Infinity’s strategy and execution directly contributed to more than $208 million in revenue. This success positioned the client as a true leader in the vehicle data space.
14-Year Partnership and Counting
What started as a single campaign evolved into a long-standing partnership. Infinity has been a strategic growth partner for over 14 years, continually adapting to the client’s evolving goals and market shifts.
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