Building key executive engagement for a global IT Services firm
Challenge
The global firm was looking to build engagement with key executives at 100 identified enterprise accounts. The sales wanted to have a deeper understanding of C-level strategy and technology priority for the CIO at each account.
Solution
We custom built a template to cover business priorities and challenges with major focus on IT. They were also trying to have an in-depth intel on technology stack including key decision-makers to cover all 100 targets. The analysts leveraged hundreds of data sources to provide a tailored and intimate view into each account.
Outcome
Our reports:
- Increased win rate by more than 14%
- Yield higher than expected engagement from their target customers
- Increased the volume of meetings booked with key decision-makers, as supported by need-driven agendas
Interesting fact: The sales team ‘loved’ the fact that we could uncover key events that the target CXOs were either speaking at, or attending in the next few months. We could also share if CIO loved dogs or cats, and where they played golf every Sunday.