July 21st, 2015 | by
3 min read

As the world’s leading Sales Intelligence platform, we are heavily invested in your sales success. From major leadership changes to initiatives and pain points, DiscoverOrg works hard to give you visibility into what is happening at your target accounts while showing you where the BIG selling opportunities lie.

According to a recent Forrester report, anywhere from 2/3 to 90% of the buyer’s journey is already complete by the time they speak with a vendor Translation? Timing is everything – especially when it comes to prospecting.

In the modern sales game, a vendor must nail two things: 1) Timing (knowing when to reach out, and 2) Expertise (demonstrating their expert status on a prospect’s current environment, pain points, and initiatives). Going into a call without these two key components is a waste of time for both the prospect and the seller.

Be the first to know about Triggers happening at your target accounts. These scoops are strong indicators that an organization is willing, able and ready to purchase. When you make your initial touch, speak directly to your prospect’s needs with insight into their current technology stack and upcoming initiatives as well as a clear understanding of where they sit within the department.

DiscoverOrg uncovers thousands of these scoops each week, however, here are some of the biggest selling opportunities that our research team reported first last week:


AMC Networks has named Erik Strand as the company’s Vice President, Systems Infrastructure. Already this summer, the company completed migrations of Microsoft Exchange 2010, Exchange 2013, and Office 365 for 40,000 mailboxes. They also recently implemented application and infrastructure servers on Microsoft Azure.

Newgistics recently named Gene Wojciechowski as Chief Information Officer. Previously, Wojciechowski served as Vice President, IT Delivery & Supply Chain at Staples. Newgistics is planning to design and develop innovative solutions to enable the growth of the company’s e-commerce logistics and transformation business. The organization is also planning to look at how analytics can help the company better understand the reason for customer returns.

Jason Birnbaum recently joined United Continental Holdings as the new Vice President, Operation Technology. Previously, Birnbaum served as Chief Information Officer at SIRVA. The organization is in the midst of initiatives to resolve a network connectivity issue that has delayed mainline flights across US airports. Earlier this summer United announced the new “bug bounty program,” which will reward hackers that discover systems vulnerabilities with between 50,000 and 1 million MileagePlus reward miles. Sources have indicated an increased investment towards the development of mobile applications.


Wendy’s Company is in the midst of IT initiatives related to the development of Oracle solutions that aim to enhance system utilization and efficiency. The organization recently completed the redesign of Microsoft SharePoint 2013 websites throughout the company. Wendy’s recently experienced slowdowns resulting from the company’s servers being unable to process the high number of requests for videos curated from its #SipMeUp marketing campaign. Wendy’s is also currently in the midst of initiatives that aim to consolidate the company’s individual ordering, payments, and offers apps into a single mobile application. They also recently unveiled a large expansion effort that will open 1,000 new locations over the next five years.

Johnson Controls recently completed an upgrade from SAP Solutions Manager 7.0 EHP1 to version 7.11. The organization also recently completed a migration and upgrade from SAP BPC 7.5 on Oracle to HANA enabled SAP EPM. Johnson Controls has indicated plans to migrate the company’s ERoom documents and applications to Microsoft SharePoint. They are currently in the midst of global information security transformation initiatives that will support the enhancement and expansion of the company’s cyber security resources.

Whole Foods Market has recently completed the implementation of the Avamar backup solution throughout the central region. The company is in the midst of evaluating and piloting mobile solutions that will enhance in-store customer engagement. Sources have indicated an increased interest in the evaluation and implementation of technology solutions that will support the company’s product and editorial content operations. Whole Foods Market currently has 113 new store locations in development.


To learn more about Sales Intelligence and how you can leverage scoops to help your team set more demos, shorten sales cycle, and close more deals schedule a personalized demo with us today.


About the author

McKenzie Ingram

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