May 19th, 2015 | by
4 min read

Each week we report on the biggest happenings in the IT industry. From major leadership changes to initiatives and pain points, DiscoverOrg is working to show you where the most prime selling opportunities are.

With Forrester reporting that anywhere from 2/3 to 90% of the buyer’s journey is already complete by the time they speak with a vendor, we know that timing is everything when it comes to prospecting. In order for a seller to come out on top they must be efficient in two things. Firstly, they need to know WHEN to reach out – i.e knowing when prospects are in need of your services and being able to capitalize on those opportunities quickly. Secondly, they need to be more informed about their prospect’s currently environment, pain points, and initiatives in order to be the most educated seller. Don’t waste your prospect’s time. Speak directly to their needs by being the first to know about Triggers happening at their business. These scoops are STRONG indicators that an organization is willing, able and ready to purchase.

DiscoverOrg is uncovering 1,000s of these scoops each week. Below are some of the major selling opportunities that our research team was first to report on last week:

These Companies All Had Huge Leadership Changes:

DiscoverOrg Scoops | New Leadership Move at PricewaterhouseCoopers PricewaterhouseCoopers has recently named James Shira as Chief Information Security Officer. Previously, Shira served as Head of IT Security & Compliance at Zurich Insurance Group. Internal sources have indicated that the company is researching wireless security as it relates to their internal networks and is prepared to begin spending toward enhancing their current wireless security protocols. Sources have indicated plans for major business transformation initiatives including new investments in collaborative technologies, data analytics and mobile functionalities within the next three years. The company named Sigal Zarmi Chief Information Officer, Global Operations in January of 2015.

Thomas August has joined John Muir Health as Chief Information Security Officer. Previously, August served as Director, Information Security at Sharp Healthcare. Sources have indicated that the DiscoverOrg Scoops | New Leadership Move at John Muir Healthorganization is currently evaluating Airwatch to support mobility initiatives. The company is planning to invest between $1 million and $5 million to support data center migrations, disaster recovery projects, mobile device management (MDM), and network infrastructure development. John Muir Health is partnering with UC San Francisco Medical Center to form a new health network that will span the Bay area called Bay Area Accountable Care Network.

DiscoverOrg Scoops | New Leadership Move at Freddie Mac Debbie Wheeler has assumed the role of Freddie Mac’s Chief Information Security Officer following the departure of Patricia Titus. Freddie Mac is in the midst of integrating the company’s Oracle PeopleSoft platform with several software as a service (SaaS) solutions, including Ariba, SAP Fieldglass, and Workday to support the implementation of new procurement processes. Freddie Mac is partnering with eSolutionsFirst to support these efforts. Sources have indicated that the organization is interested in ETL solutions in an effort to support multiple projects for the company’s data mart applications. They are currently planning IT projects related to information security architecture.

These Companies All Started Big Initiatives:

DiscoverOrg Scoops | Autonation new IT InitiativesAutoNation is planning initiatives aimed at improving B2B, B2C, and internal application integration, reporting and analysis. The company is expected to be planning efforts to build and leverage solutions using the latest Microsoft technologies, including Azure, WCF, and SharePoint. Sources have indicated increased interest in business intelligence development tools. AutoNation is planning IT projects to support acquisition and divestiture. The company is planning efforts to improve the company’s consumer facing digital presence, including web and mobile sites and applications, e-commerce platforms, content management, and modern UI.

DiscoverOrg Scoops | New IT Initiatives at Charles SchwabCharles Schwab is planning to evaluate vendors for master data management (MDM) and is planning to deploy a solution by the end of 2015. The company is planning to establish an integration client view (ICV) strategy and related infrastructure and architecture requirements, including buy vs. build assessments; private, public, or hybrid cloud; and technology selections. Charles Schwab is planning large-scale transformational infrastructure projects, and have shown an increased interest in IT initiatives related to cloud-based and software as a service (SaaS) solutions.

DiscoverOrg Scoops | Convanta Energy New IT Initiatives Sources have indicated that Covanta Energy has expressed interest towards IT initiatives to better align technology services with business operations. They are currently in the midst of IT initiatives related to the improvement of security among infrastructure and applications used for company operations. The company is planning IT projects related to enterprise application development with the Oracle PeopleSoft solutions, including AR, Billing and e-Billing enhancements.

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

Join us tomorrow for How to Increase Lead Generation Results with Scoops that Ignite presented by Kendra Lee, Sales Expert and President of KLA Group.

About the author

McKenzie Ingram

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