How accessiBe Optimized Its Sales Process with Similarweb's API
Since integrating Similarweb data, accessiBe has improved sales efficiency, lead qualification, and pricing accuracy by targeting high-traffic prospects.
About accessiBe
accessiBe is a market leader in web accessibility, providing an ecosystem of solutions for any business. Trusted by over 100,000 websites ranging from small businesses to industry leaders, accessiBe simplifies the process of making websites accessible through a combination of AI and manual expertise that accommodates a wide range of accessibility needs, in alignment with regulations such as the ADA and EAA and the WCAG standard.
"Similarweb is essential to accessiBe’s business model. It enables us to accurately size our customers, allowing for precise segmentation and pricing. Without it, we wouldn’t have the reliable intelligence needed to understand and serve our most valuable resource, our customers."
Demar Amacker
Director of Revenue Operations at accessiBe
The Challenge
Improving client qualification and pricing accuracy
As accessiBe scaled, its RevOps team faced a key challenge: qualifying inbound leads and tailoring pricing tiers to match potential customers' website traffic and engagement. Without visibility into prospective clients’ web activity, the team relied on self-reported data, making it difficult to prioritize leads, forecast revenue, and assign the right sales representatives. Additionally, the lack of a structured pricing model led to inefficiencies and missed revenue opportunities.
The Solution
Leveraging Similarweb data for better lead qualification and pricing
To overcome these challenges, accessiBe integrated Similarweb’s traffic and engagement data directly into Salesforce through a custom-built API. This integration provided data-driven insights that transformed the sales process by enabling the team to:
- Qualify leads better: Instead of relying on prospective clients’ self-reported data, accessiBe now assesses monthly website traffic trends to determine whether a lead falls into the SMB, mid-market, or enterprise tier
- Optimize pricing with a data-driven approach: The company implemented a structured pricing model using a six-month rolling average of web traffic to better account for seasonal peaks and fluctuations, ensuring fair and accurate pricing
The Success
Increasing efficiency and ensuring stronger global sales performance
Since integrating Similarweb data, accessiBe has significantly improved its sales efficiency, lead qualification, and pricing accuracy. By prioritizing high-traffic prospects, the sales team engages the right customers faster, while the new pricing model ensures fair and competitive rates. This data-driven approach has also enhanced sales productivity and empowered the RevOps team with more reliable forecasting for proactive strategy adjustments.
