BACKGROUND
A leading all-flash data storage hardware and software solutions firm, headquartered in the USA and with a global presence, was ambitiously targeting over 50 global and regional enterprise customers. With a diverse team and multiple regional representatives managing international and regional accounts, varying levels of understanding about each target account emerged among team members in marketing, sales, and account management. This disparity led to misalignments and inefficiencies, hampering effective collaboration and strategic planning due to the absence of a unified perspective.
APPROACH
To address these challenges, Business Brainz provided a two-pronged solution to this multinational tech leader.
First, we developed comprehensive deep-dive account insight reports that revealed the major business priorities, key challenges, IT strategies, and technology stacks for each account. These detailed reports equipped the teams with a profound understanding of each account, enhancing collaboration and strategic coherence. With this knowledge, teams could work together more effectively and target their efforts with precision.
Complementing the deep-dive insights, we created bespoke detailed organizational charts for each account. These charts offered a thorough mapping of key decision-makers and influencers within each target account, presenting a holistic view. This enabled teams to engage collectively with the majority of the buying committee. By clearly identifying and understanding the roles and relationships of all critical stakeholders, our organograms played a pivotal role in closing deals. They empowered marketing, sales, and account management teams to tailor their strategies effectively, build stronger connections, and address the specific needs and concerns of each decision-maker. Ultimately, this accelerated the sales cycle and increased the likelihood of successful outcomes.
Results
Our account insight reports and organizational charts aligned and empowered the firm’s marketing, sales, and account management teams to:
- Identify key decision-makers and build stronger relationships with them
- Pinpoint strategic and IT priorities, enabling the creation of relevant and engaging content
- Present the right story and messaging to the right audience, addressing their challenges effectively
- Double-digit growth in sales closures compared to the previous year
- Robust pipeline that the sales team is confident about for the next year
