July 28th, 2015 | by
3 min read

Last week StartUp Smart published a great piece called, Why Using Sales Intelligence Helps You Close More Deals. Pulling some solid data points from a recent study from CSO Insights, they drew a strong correlation between the initial conversation-to-presentation conversion rate and a sales rep’s access to accurate and powerful sales intelligence.

The survey concluded that given access to solid sales intelligence, sales reps were able to have meaningful, and mutually beneficial, initial conversations with each and every one of their target prospects.

Before making that initial connection, it’s important for each sales rep to know what they’re up against. You should be an expert on your prospect’s current technology stack, pain points, recent leadership changes, and the initiatives that they are heavily focused on. These tidbits of information not only give you a basis for a PRODUCTIVE conversation, but they also let you identify who you should be spending your time prospecting.

With DiscoverOrg’s Scoops, you gain firsthand insight into the IT departments of your top accounts. Our in-house research team is uncovering 2,000 of these hot opportunities every week.

Check out some of the biggest moves happening in the IT industry this week.


JPMorgan Chase recently named William Vink as the company’s new Vice President, Information Risk. The company is currently in the midst of a three year project of information security initiatives related to risk controls framework enhancement, information security, cyber security and identity & access management.

JPMorgan is planning to remove voicemail capabilities for over 10,000 employees in an effort to cut costs. As part of an automation push, the organization is leveraging open source software to enable the use of computer infrastructure from the company’s private cloud.

They are also in the midst of testing new software that will provide monitoring services of the company’s trading activities made by employees to further enforce information security. They are planning to implement this software throughout the enterprise in 2016.

LifeLock recently appointed Moudy Elbayadi in the role of Chief Information Officer following the departure of Rich Stebbins. Sources have indicated upcoming IT projects related to the expansion of the company’s data center.

LifeLock is planning to invest between $1 million to $3 million towards initiatives supporting disaster recovery, network automation, cybersecurity, virtual desktop infrastructure (VDI), and infrastructure expansion.

The company is planning to begin evaluating solutions including Citrix, NetApp, Amazon Web Services (AWS) and Cisco in about 6 to 12 months. The organization is planning to spend approximately $250,000 to $500,000 to support IT initiatives focused on virtualization and disaster recovery.

Jim Haney recently joined Johnson & Johnson as the new Chief Information Officer (Ortho Clinical Diagnostics). The organization is planning to spend up to $250,000 on solutions such as Salesforce.com to support planned eCommerce and digital based initiatives. They are also planning to spend up to $3 million on solutions including Wipro, Sialom Consulting, and Hitachi to support IT infrastructure initiatives focused on network automation and desktop infrastructure. Johnson & Johnson is planning to implement solutions to support self-service network password reset capabilities.



REI is planning IT initiatives related to the evaluation and implementation of application systems enhancement solutions and the integration of new systems for its retail operations. Sources have indicated plans to develop a new human resources core system with a focus on Ariba, Kronos and SAP technologies.

Sources have also indicated that REI is interested in initiatives to improve overall functionality and usability of its Adventure Project websites and applications. The organization is currently in the midst of developing a hybrid cloud strategy. REI currently leverages Microsoft Systems Center 2012 to support these efforts.

Sources have indicated that Hertz Global is planning an IT transformation across front and back-office systems as well as cloud computing. They are planning to integrate IT systems from the company’s Dollar Thrifty business. Hertz Global is also planning to invest in contemporary systems, including cloud based and mobile central solutions, and is very focused on efforts to stabilize pricing and revenue systems.

Starbucks has indicated interest in the evaluation of mobile, service oriented architecture (SOA), and business activity monitoring (BAM) solutions to support supply chain transformation efforts. They are currently in the midst of IT initiatives related to the optimization of the company’s Oracle Hyperion and EPM solutions.

Starbucks is planning multiple initiatives related to the creation of a web services architecture that will be integrated into the company’s existing IBM TRIRIGA solution. They are also planning multiple projects related to the implementation and optimization of CAP Align and CRM technologies to support the company’s efforts to virtualize global retail, labor management, customer relation/sales, and enterprise operation functions.

“Sales Intelligence is an issue that all companies will ultimately have to address,” concluded the authors of the CSO Insights study, “to us, the choice is clear: deal with this sooner – not later.”

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About the author

McKenzie Ingram

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