SaaS client needed to understand the corporate structure and decision-marketing hierarchy to determine which division and business units and value chain partners represented a sales opportunity
Practice area:
Rev Ops
Geographic scope:
Industries involved:
Services applied:
Strategic “Suspecting”
Business challenge:
Accessing knowledgeable sources with the firm and completing comprehensive analysis without interfering with the subsequent sales process
Methodologies:
Solution:
Large opportunities determined with six large and complex clients, High value corporate structure model identified making it possible to rapidly duplicate success across companies with parallel structures
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