March 31st, 2015 | by
3 min read

Today’s the last day of Q1, and tomorrow we’ll all have the same thing on our mind: How am I going to fill my pipeline for Q2? The answer is: PAY ATTENTION.

Opportunities present themselves all the time:  there are changes happening and new initiatives starting in the IT, Marketing and Finance departments of your targeted prospects right now. Are you aware of them?

These changes and initiatives are what the industry refers to as Sales Scoops. Sales Scoops are business activities that signal that a target account is ready, willing and able to buy and are prime opportunities for sales professionals to reach out to their ideal buyer when they are the most likely to make a purchase. A change in leadership, for example, usually leads to large spending initiatives as the new incumbent makes changes to infrastructure, processes and priorities.

A recent study conducted by DiscoverOrg uncovered that in the IT industry, 25% of CIOs who had been in their position for less than a year said that they spent over $1 million, and 71% of those did so in the first three months in their new position. Studies also show that the first vender in the door wins the business over 70% of the time. Being alert of moves and changes as they happen gives you the opportunity to be in place when a prospect needs your solution.

Customers of DiscoverOrg are the first to know about Triggers within the Technical, Sales & Marketing, Finance, and HR departments of Fortune Ranked, Mid-Sized, and SME companies in North America and Europe.  Below is a summary of last week’s activity within the DiscoverOrg database.

Scoops reported in the DiscoverOrg database last week:

eHealth named Claudia X. Girrbach as Chief Information Security Officer. Previously, Girrbach served as Chief Information Security Officer at John Muir Health. The company has been searching for a senior level executive since October of 2014, which is when they began planning multiple information security initiatives.

Safeway has named Mark Bates Chief Information Officer. Bates succeeds Barry Libenson, who recently left the company. The company is currently in the midst of initiatives to double data center capacity and integrate Albertson’s acquired business and service. Last week, the company initiated a $600 million IT program to enable the merger and integration with Albertson’s acquired services.

Royal Bank of Canada has named David Fairman Chief Information Security Officer. Fairman previously served as Managing Director, Information Risk at JPMorgan Chase. Sources have indicated that Royal Bank of Canada is evaluating initiatives related to business applications. Ending in January of this year, the organization completed a migration to Microsoft Windows 7 for 400+ onshore and offshore resources.  They also recently completed a major data center migration initiative.

TE Connectivity is planning IT initiatives related to a global implementation of SAP Business Warehouse (BW) on HANA.  They are planning the replacement of a custom enterprise data warehouse based on Oracle solutions. Sources have indicated an interest toward the development of automated enterprise security controls. The company is also planning IT initiatives related to CRM, including the implementation of marketing automation and the integration of Eloqua and solutions to support marketing campaigns return on investment (ROI).

Ace Hardware is planning an initiative that aims to leverage and enable mobile solutions across the company’s enterprise as well as retailer facing mobile applications. As part of the initiative, the company is planning a mobile retail replenishment, including developing mobile solutions and tools for its retailers. Sources have indicated that the company is planning key infrastructure projects focused on end user services, OS upgrades, virtualizations, and thin client deployments. They are planning efforts to standardize communications protocols for retail Point of Sale (POS) systems. Sources have indicated an increased interest in the use of cloud-based big data solutions.

Warner Bros. Entertainment is in the midst of developing new SAP landscape architecture at new data centers leveraging SAP e-business suite and CRM on SAP HANA. Sources indicate that the company is in the midst of initiatives surrounding a data center migration, and are planning server upgrades, retirements, and migration projects to support overarching infrastructure initiatives. The company is currently in the midst of a Microsoft Office 365 initiative which is expected to include migrations from Microsoft Exchange. Inside sources have indicated that the company has projects within IT aimed at standardizing and supporting technology at acquired studios.

Opportunity is a knockin’. It’s our job to let you know about these prime selling scoops, but it’s your job to reach out and capitalize on these ideal circumstances.

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About the author

McKenzie Ingram

McKenzie has a background in communications and non-profit sector.