The sales team of a leading IT services company had 63 SDRs and account executives working on 550 US-based healthcare accounts. The sales leader believed deal cycles could be shortened with personalized engagement with prospects. They tried using Google Alerts to keep track of their key accounts, as it allows users to set up email alerts based on specific search terms and preferences, to get important updates about each of their key accounts. This was done to spark contextual and relevant conversations. However, this activity had to be abandoned because Google Alerts periodically provides junk information that is irrelevant to the search term at hand. (Learn why?) They approached Contify to explore if we could provide curated intelligence on their accounts which included payers, hospital chains, and MCOs.
We configured our Market Intelligence platform to track both the accounts and the corresponding contacts. The custom configuration of Contify included:
Contify’s account intelligence solution enabled the client’s sales team to find opportunities to engage with prospects and target accounts on a regular basis. In a survey conducted with the client, we found that 90% of the respondents found sales triggers relevant to their opportunities. We were also able to surface intelligence on companies that rarely appear in the media.
SDRs and account executives found opportunities to engage with their prospects