September 1st, 2015 | by
3 min read

We all know first impressions can be lasting. This is no exception when it comes to B2B sales. When a prospect receives a cold call from an unprepared vendor, the salesperson is almost immediately discredited before they’re even able to get to their value proposition.

A potential partnership can be instantaneously ruined when a salesperson misjudges a prospects needs, wants, and current situation. Or even worse, they haven’t made the effort to even understand their prospect’s situation, and have wasted the prospects time by asking them to catch them up to speed. TRULY cold calling a prospect can often be a daunting, fruitless, and detrimental move.

Our goal is to eliminate “cold calls” and give reps the opportunity to make these initial touches positive ones.

DiscoverOrg is uncovering tons of intelligence on hundreds of thousands of Enterprise, Mid-Market, and SMB companies throughout North America. The intel we provide shows pain points, leadership changes, and new spending initiatives giving a strong indication that a company is ready, willing, and able to buy. Cherry pick away, we encourage it.

With insight into your target accounts, you’ll be able to show your prospects that you understand their current situation, and have a vision for how your solution can help solve their immediate and future problems.

The intel below are a selection of real-time opportunities that our in-house research analysts were the FIRST to report on last week.


Molina Healthcare has recently named Ben Gordon as the company’s Vice President, Enterprise Infrastructure Services. The organization is currently implementing the DevOps module leveraging Agile & Scrum best practices. Sources have indicated that the organization is in the midst of efforts related to the integration of applications and infrastructure for acquisitions and new hospital locations. Molina Healthcare recently completed initiatives related to the installation of Microsoft SharePoint 2013 on Microsoft Windows Server 2012 in the cloud.

Mike Lechtenberger has recently been promoted from Senior VP, IS Applications to Chief Information Officer at Mutual of Omaha. Sources have indicated that the company is planning to evaluate information security products in an effort to enhance productivity. The organization recently redistributed the responsibilities of the Senior VP, Enterprise Solutions position throughout the IT department following the departure of Judith Henderson.

Ellie Mae has recently named Selim Aissi as the company’s Chief Security Officer. Previously, Aissi served as Vice President, Global Information Security at Visa. Ellie Mae recently relocated the company’s headquarters to a 10,000 square-foot facility in Pleasanton, CA to support the company’s ongoing growth. The company has partnered with Akamai in an effort to reduce ISP network peering issues and deliver DDoS protection on DNS and selected services that leverage Kona Defender.


Xerox Corporation is in the midst of initiatives related to business intelligence and analytics, predictive analytics, and lead generation. The company is planning to contract consulting services to support future technology-based marketing projects. Sources have indicated an interest in the evaluation of solutions to remediate challenges related to customer engagement, mobile marketing, and a consistent, multi-channel customer experience. Xerox currently is in the midst of projects related to mobile marketing solutions, digital advertising software, search engine marketing (SEM), and marketing automation efforts. Over the next 6-12 months Xerox is also planning initiatives surrounding customer relationship management (CRM).

Avaya is planning to invest up to $250,000 towards initiatives related to content management software efforts. They recently implemented a Design Reactor solution within the last 6 months to support mobile marketing initiatives. The organization is currently focused on initiatives related to customer experience solutions. The company is planning to evaluate solutions, including, and is planning to invest up to $250,000 to support these initiatives. Sources have indicated that Avaya is interested in the evaluation of solutions to remediate sales and marketing application synchronization issues and data inaccuracy.

Sources have indicated that Nordstrom has expressed increased interest towards initiatives focused on application development. Sources also indicate plans for upcoming IT initiatives surrounding big data in the next 6-12 months. In addition, the organization is planning various IT projects related to cloud and mobility over the next 12 months. Currently Nordstrom is in the midst of IT initiatives related to infrastructure upgrades that will enhance efficiency while reducing the need for physical infrastructure expansions. The clothing giant has also indicated an increased focus toward the use of flash arrays and converged infrastructure solutions to drive performance.

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About the author

McKenzie Ingram

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