Hearing a lot of “we don’t have the budget for that” recently? It may be true. A lot of companies have already maxed out their budget for the quarter and are unable to implement new solutions. However, many organizations are just ramping up for the year and are actively looking for IT solutions to help their company grow, become more secure, or improve efficiency. For example: GameStop is planning to spend $150-$170 million in 2015 on new solutions and Hawaiian Telcom is looking to spend between $1 and $5 million on cloud/virtualization projects. The budget is there. Do you know where to look? Or who has it?
Once a company has made the announcement that they are seeking new solutions, it becomes a race for sellers to get in touch with the decision maker. It’s estimated that the first vendor to contact a buyer wins the business over 70% of the time. This is why it is CRUCIAL that, as a seller, you’re aware of the opportunities BEFORE they becomes public knowledge.
Below are some MAJOR selling opportunities that happened in the last week. DiscoverOrg customers have access to nearly 1,000 of these Triggers weekly, giving them a competitive advantage in the sales game. If you’re not already a DiscoverOrg customer, take a look at what our in-house research team has been busy uncovering this past week:
These Companies All Had Huge Leadership Changes:
Deborah Dixson has recently rejoined Best Buy as the company’s chief information security officer. The company is planning enhancements, implementations, and initiatives surrounding the company’s customer, loyalty, and CRM systems to enhance omni-channel experiences and platforms. Sources have indicated an increase in spending toward cyber security including network forensics, deep packet analysis, host forensics, malware analysis, and Cyber Incident Response related initiatives.
UnitedHealth Group recently named Margot Sharapova as the organization’s chief information officer, OptumRX, filling the role that was previously held by John E. Scott. The company is planning to develop analytics capabilities for a new business unit. They are currently in the midst of migrating the organization’s business operations from the legacy IT platforms to new strategic ones. Sources indicate that the company is planning to invest between $1 million and $5 million on solutions related to cloud, virtualization, network infrastructure, and hosted voice solutions. The company is expected to begin evaluating vendors within the next three to six months.
Edelman has named Martin O’Reilly as Global chief information & technology officer. Previously, O’Reilly served as chief information officer at Burson-Marsteller. Sources have indicated that the company has increased interest in the evaluation and implementation of new technology solutions that will drive efficiency in the company’s office operations. Sources have also indicated that the company is in the midst of deployment efforts related to a new global financial system that leverages the Oracle PeopleSoft 9.0 platform. The company has shown increased interest toward server and storage infrastructure initiatives to support the company’s expected growth.
These Companies All Started Big Initiatives:
GameStop is planning to spend between $150 and $170 million throughout 2015 to support business growth, distribution systems, information systems, and digital projects related to new storefront openings and remodels. Sources have indicated an increased interest toward IT initiatives that will support the transformation of the company’s PCI and Sarbanes Oxley (SOX) IT control processes. The company is currently in the midst of assessing vendor, outsourcing, and consultant contracts for the management of IT business systems, which are a hybrid of hosted systems, software as a service (SaaS) solutions, and third-party service providers.
Sources indicate that Hawaiian Telcom is planning to invest between $1 million and $5 million to support projects related to cloud, virtualization, hosted voice, disaster recovery, as well as data center migrations and relocations. Sources have indicated an interest in the evaluation of solutions from EMC, Cisco, VMware, and Broadsoft to support these efforts. The company recently completed data center consolidations and the implementation of a new virtualization platform to support computing needs while lowering operation costs and improving efficiency. The company is planning several IT initiatives over the next nine months that will support the virtualization of systems through legacy platform upgrades. They are expected to increase investment over the next nine months to support information security efforts, including the integration of the company’s security process management program with a unified security intelligence system.
We know you only have so much time in the day; don’t waste it researching. Let us do that for you. Focus on selling to these primed opportunities, and use our direct contact information to bypass gatekeepers and get in touch directly with decision makers. Triggers will help you know which targeted accounts have identified a need and have the budget, so you can focus your prospecting time and generate an organic conversation about your prospect’s needs, wants, and current initiatives. Take these selling opportunities to the bank.
To learn more about Scoops and how they can help you sell better, register for next week’s webinar with Tibor Shanto – Sales Scoops: Don’t Wait – Create.