October 20th, 2015 | by
3 min read

The modern B2B sales process is complex, challenging, and continuously evolving. Buyers are more educated than ever and are often making purchasing decisions long before they’ve even spoken with a vendor. The sales cycle includes more decision makers than ever, and sellers must be prepared to navigate tangled and complex buying cycle. However, one thing continues to remain the same: organizations will always be in need of solutions to help their company run more efficiently and effectively.

This is where YOU (and we) come in. In order to penetrate top accounts, the modern B2B salesman must be an expert on both the value of their product and the current state of their prospect’s organization. Prior to making their initial touch, SDRs or Account Executives need to be aware of current initiatives, technology stack, and pain points their prospect is facing. With DiscoverOrg’s Triggers you’ll be able to zero in on accounts that are looking for solutions just like yours. You’ll be able to understand what challenges your target account is currently facing in order to craft your best value proposition.

Check out a sample of some of the best opportunities that our in-house research team has uncovered in the last week.


Health Care Service Corporation has named Vugar Zeynalov as Executive Director, Information Security. Zeynalov fills the role previously held by Pavel Slavin. The organization has recently completed the installation and configuration of IBM Tivoli Access Manager (TAM). Health Care Service Corporation is currently evaluating solutions including Amazon solutions that will support upcoming projects focused on cloud. The company is currently leveraging consulting services for technology based initiatives.

Prashant Nema has recently joined Arch Mortgage Insurance as Chief Information Officer. The role was previously held by Joe Lynch. Arch Mortgage recently completed IT initiatives to improve the efficiency of the company’s intranet. The company is currently planning data analysis and reporting efficiency optimizations within the risk management department, including upgrades to software and infrastructure as well as the evaluation of new big data tools. Arch MI is planning to hire talent to assist with this initiative.

Pacific Life Insurance has recently named Scott Vassar as Assistant VP, Infrastructure, Architecture & Services. Vassar previously served as Senior VP, Global IT Solutions and Service Delivery at Sitel. Sources indicate increased interest surrounding initiatives related to the evaluation of data protection, recovery, backup, and storage management solutions, including EMC solutions over the next six months to a year.


Sources have indicated that Equifax has plans to invest up to $1 million to support upcoming IT projects focused on application development. They plan to spend $500,000 to support planned IT initiatives focused on disaster recovery over the next 6-12 months. The organization is also planning to spend up to $100,000 towards upcoming IT projects focused on network infrastructure over the following 6-12 months. The company is currently evaluating Riverbed Technology to support upcoming initiatives.

CareNet has indicated an increased interest towards information security efforts focused on risk mitigation, application security, and secure data transmission between clients. The organization is currently evaluating solutions to support upcoming IT projects focused on application development. The company is planning to invest about $500,000 towards these efforts. Sources have also indicated plans for enterprise content management (ECM) projects focused on Software-as-a-Service (SaaS), cloud storage, web content management, and business process management (BCM) over the next 6-12 years.

Sources indicate that Morton Salt is expressed interest towards solutions to remediate issues due to customer engagement and multi-channel customer experience. The organization is planning to evaluate solutions over the next 6-12 months to aid in initiatives related to business intelligence and analytics to support marketing operations. Sources have indicated plans to spend up to $50,000 to support these efforts. Morton Salt is in the midst of evaluating a building renovation or moving the company’s headquarters to a new location an effort to enhance the company’s workplace environment. Sources have indicated that the company may also be interested in leasing out a 52,000 square-foot space across two floors in a new building along the Chicago River.

Research shows that the first vendor to contact a buyer wins the business over 70% of the time. With access to the most up-to-date information on your prospect accounts (and verified contact information) you are well on your way to being the first vendor to reach out. And, we think you’ll like being a part of that 70%.


About the author

McKenzie Ingram

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