Account Intelligence
Account Intelligence:

We recognize that SaaS companies invest significantly in Sales, and a sizable fraction of it is spent sub-optimally. With the Account Planning offering, our objective is to help you identify the right set of accounts - the core benefit of which is to significantly increase your prospect to sales qualified lead ratio, and sales qualified lead to opportunity conversion ratio. This can vastly enhance the efficiency of the time and effort put in by your sales teams by making your outbound campaigns perform better.

All of this is achieved by using logic and data driven analysis. The amount of analysis we undertake as well as the relevant information and insights we are able to provide is significant.

We scan the market for companies that could serve as optimum prospects for your sales teams. We do this by analyzing a large number of company variables drawn from diverse subject areas as depicted below:

Basic characteristics

Location, Employees, Revenue, Ownership

Lookalike modeling

AI based searching similar companies as your ideal sample accounts

Research Intent

Keywords - Subject areas, Technology keywords, Product keywords

Businessmodel - Presence

Online, Online + Offline, B2B and B2C

Website

Traffic, Engagement, App downloads

Technographics

Breadth of technology landscape, Spends on IT, clients using similar/competitor/partner products

Financials

Revenue, Funding, Valuation

Human Resources

Numbers, Functions, Hiring

R&D & IP filing

Filings - Relevant Classes

Where we can help you – Account Intelligence

A. Research Intent: We figure which companies from your target segment have been researching on topics of relevance. These research topics could be in the form of

  • Name of product

  • Name of product company

  • Subject area keywords

  • Benefit terms associated with subject area

These could be used from the points of view of - apart from new client acquisition - to include even cross sell / upsell opportunities within your existing accounts.

Patent filings and Trademarks - Intent can also be indirectly ascertained from R&D efforts / IP filings of a company. We look at companies that have filed for patents or trademarks in topics relevant to you. We also look for companies that have filed a significant number of Patents or Trademarks as an indicator of the company's culture of R&D and IP creation.

B. Lookalike modeling

We use account names suggested by you to find more such companies - AI driven matches with high accuracy.

 

C. Human resources: We look at companies that have a minimum # or range of employees in the relevant department or even user persona, so that these companies qualify for your minimum and maximum user-number specific requirements. We also look at the current hiring requirements of companies to identify any signals that indicate potential need or preference for a product like yours.

D. Technographics:  We have multiple approaches to Technographics:

  1. As replacement to competitor product - In an ‘upgrade’ – your product is better positioned to replace another product because of functionality / TCO reasons – Once the target product for replacement cases has been identified, we can understand which client accounts it is installed at, and requisite duration.

  2. As add on for complementary or partner or synergistic product – Once we have identified the complementary product/ partner product, we can identify which clients it is installed at, and where competitor product exists/doesn’t exist.

  3. As further evolution to products that are generally deployed prior to your product in the client technology evolution roadmap – We can look at the presence of these “earlier in client roadmap” products at clients.

  4. We can further shortlist accounts based on their current breadth of tech stack as it often serves as an indicator of technology adoption maturity.

E. Funding information:

Especially if your product requires a budget, we can look at clients that have:

  • A threshold of revenue

  • Underwent a recent funding round

  • Received total funding amount above a certain threshold or in a certain stage of funding

F. Inorganic Growth:

We identify which companies have either

 (a). acquired or merged with;

 (b). or acquired equity share

in such companies which are considered to be part of relevant target segment for your offering.

G. Specific cases:

(i). Enhancing the Online performance: For products that have an effect on Online performance / digital and marketing automation:

- We look at companies that have a lower website traffic / engagement metric compared to peer companies

(ii). Accommodating a business model: Your product takes care of an offline as well as online retailing business model

- We can identify relevant companies that have offline retail operations too in addition to an online presence.

(iii). Distance proximity from your sales representatives: Face to face meetings often are more productive and effective in comparison with phone calls and online meets. To aid this, we can identify the companies headquartered within your proximity of your sales representatives' base locations, and the approx distance and travel time.