Tick tock, tick tock. Time is of the essence.
With each passing minute, following the discovery of a new IT initiative, your chances of winning the business diminish. It is not uncommon that by the time a company is able to announce a new initiative, it’s already too late for new vendors to even be considered. Why is this? Forrester estimates today’s buyers might be anywhere from two-thirds to 90% of the way through their journey before they reach out to vendors.
Knowing about initiatives and leadership moves as they are unveiling (or even prior to the announcement) can give sellers an unparalleled competitive advantage. [tweet_dis]It is estimated that the first vendor to contact a buyer wins the business over 70% of the time.[/tweet_dis] 70%!
If you’re already a DiscoverOrg customer (congrats!), you saw these Triggers last week. If not, here’s a glimpse at some of the major opportunities that our research team was first to report on.
These Companies All Had Huge Leadership Changes:
Aetna Susan Koski has joined the company as Chief Data Protection Officer. In this role, Koski will be responsible for overseeing cyber security operations, encryption technology, and cyber threat intelligence. Koski previously served as Chief Information Security Officer at Synovus Financial. Aetna currently leverages daily risk scores, which rank security risks, and communicates them to senior leaders every day to enable real-time transparency in regards to the company’s information security risk posture. Sources indicate increased investment toward mobile security related to mobile threat modeling, mobile identification & authentication, and mobile application development.
Uber Technologies has announced the appointment of Joe Sullivan as Chief Security Officer, effective within the next four weeks. Sullivan currently serves as Chief Security Officer at Facebook. In his new role, Sullivan will be responsible for leading cyber security and safety initiatives across the company’s data infrastructure.
Scottrade has appointed Steve Jensen as Chief Information Security Officer. Previously, Jensen served as CISO at Ameriprise. Sources indicate that the company is planning efforts toward improving IT service management (ITSM) through possible solution implementations and enhancements.
These Companies All Started Big Initiatives:
Bi-Lo Holdings is planning IT projects related to point of sale (POS) solutions. Sources have indicated an interest in evaluating disaster recovery solutions and initiatives related to network infrastructure solutions. Bi-Lo is planning IT projects related to mobility, cloud, and virtualization solutions. The company recently adopted Applied Predictive Technologies’ Test & Learn for Sites and Test & Learn for Customers software suites to support the maximization of ROI. Sources within the company have indicated an increase in spending toward ensuring business application data integrity.
Shutterfly sources have revealed that the company is at an increased risk for data loss due to the fact that some of its data center infrastructure is located in an earthquake prone location. The company recently completed a data center migration from California to a co-located center in Las Vegas, NV, which is expected to improve storage capacity, availability, and costs for the company over the next several years. Sources have indicated that the company has increased investment toward big data solutions and enterprise application modernization.
Red Lobster following the company’s separation from Darden Restaurants, Red Lobster recently established a new headquarters in Orlando, FL. They are in the midst of a two-year initiative to fill approximately 70 positions within the new headquarters. A majority of these positions are expected to fall within the IT department. They are currently phasing out the use of switch-based technology and legacy telephony systems as well as planning to increase spending on network, server, and storage architecture for the Microsoft Lync environment. They are planning upgrades to the enterprise scheduling infrastructure, incident response, software, and alert management systems.
In today’s complex selling environment, knowing the needs and wants of your buyer is not only an advantage, it’s a must. Your prospects expect more from you than ever before. Let them know that you understand their pain points, you know about their most recent leadership changes, and that you’re ready to help them with their new initiative. Don’t go in blind. Start the sales cycle with ALL of the cards stacked in your favor.