....Uncovering $800M in Market Growth Potential ..identificando $ 800 milhões em potencial de crescimento de mercado....
BUSINESS CASE
The business process of identifying and classifying new accounts was a manual and time-intensive process. No insights into competitive intelligence data available. Market Potential models were run twice a year and not able to re-calculate them on the fly to answer these business questions:
– Where are our competitors’ winning deals?
– Where are our customers?
– How are our territories aligned?
– What accounts should we focus on first and why?
SOLUTION
Deeper insights into a business’s account database allow sales managers to visualize potential territories and accounts dynamically and allows them to prioritize accounts on the fly. By showing where their customers are and where competitors’ are winning deals will help sales managers prioritize their databases and discover new opportunities that they didn’t know existed before.
BUSINESS BENEFITS:
– Optimized accounts focus from 180,000 to around 2,000
– Increased the coverage rate for verticals by +5%
– Increased the conversion rate of deals +10%
– Increased the overall business volume +10%
– Ability to target high potential accounts first, identify new accounts proactively, and will improve the ability to assess database quality in real-time.
Internal partners: Marketing, Sales Force Effectiveness, and industry leaders