Account-based intelligence helps IT firm develop a targeted sales strategy

Our client, one of the world’s largest IT equipment and services company headquartered in Japan, wanted to pitch a specific set of products in the Indian market. As it was a new market space for our client, it required help in identifying relevant companies and their needs to support their targeted sales and marketing initiatives. Data being a key engine of account-based intelligence, it was in search of a solution that could provide accurate company and prospect profiles to gauge their financial health, IT implementation processes, strategic growth objectives, and identify the key decision makers in the organization.

Business challenge

The client, one of the world’s largest IT equipment and services company headquartered in
Japan, was looking for support in evaluating prospective clients for a specific set of products
for the Indian market. Knowing that every company is different, it wanted to gain a deeper
understanding about target accounts to tailor sales pitches to their specific needs. This
included their financial health, strategic growth objectives, and information about the key
decision makers in the organization and IT implementation.

Solution

The company partnered with Netscribes for carrying out the project, who developed highlevel account intelligent profiles of the shortlisted companies.
The research incorporated a mix of secondary and primary research to gather specific
information about the target companies, including:

• A complete synopsis of business facts and details
• An exhaustive financial health analysis of the company
• Study of the strategic alignment and business goals
• End-to-end IT implementation analysis, including the budget, investment plans, pain
  points, etc with a focus on the company’s IT infrastructure
• Insights on the organizational structure, the correct persons to contact, and how to best
  reach them

Based on the strategic goals and current IT implementations of the company, Netscribes provided insights into specific pain areas and requirements of each company. We also provided recommendations about the specific services or products it should pitch to the identified profiles.