8 questions, one record.
Any commercial question about a company is a read of the same record. These are the 8 that come up most, with the jobs each one covers.
Which accounts should we call this quarter, and what do we say?
A seller who knows an account like they work there opens a different conversation. The model gives every seller that starting point on every account, on the day of the call.
All 10 jobs →- Rank the accounts in a territory by whether a program you sell into is running now.
- Open a first call with a program the company named itself, rather than a point of view it has heard before.
- Find which supplier already holds the work you want, and how long they have held it.
- Identify the seat that owns the budget, and check that it is still filled today.
- Time the approach to a dated event: a migration named, a function opened, a supplier lapsed.
Which accounts, which seats, and which message for each?
ABM programs fail on a target list built from firmographics and a seat map guessed from titles. The model replaces the first with accounts selected on a live program that matches what you sell, and the second with seats verified in role on the day.
All 8 jobs →- Build a target list from accounts running a live program that matches what you sell.
- Map the buying committee, and separate the people in seat from the people who have left.
- Split an account into the units that buy separately, and treat each one as its own target.
- Write one message per account that opens with something the company has said or done.
- Find the former colleagues and former customers who now sit inside the account.
Who is inside our competitor’s accounts, doing what, since when?
A competitor publishes its work with the client names removed. The model holds the relationships with the names on, because the same facts surface elsewhere, in what people write about their own work and in what the company is compelled to disclose.
All 9 jobs →- Build the client list of a competitor that has never published one.
- See what a competitor actually delivers inside an account, and on which technology.
- Track whether a competitor relationship is growing or cooling, year by year.
- Find the accounts where a competitor holds the staffing work but not the work above it.
- Read an approved supplier panel, and see which of the work sits off the panel.
What are they building, on what, and what are they walking away from?
A technographic feed tells you what a company has installed. The model tells you what is moving: the migration named in a primary document, the component marked sunset, the platform being adopted, and the team funded to do it.
All 8 jobs →- See which components a company is sunsetting, and what is named as the replacement.
- Find the teams funded and hiring against a platform.
- Follow a program from evaluation to build, read from the language of the documents that name it.
- Build a displacement list from the migrations already under way.
- Find the accounts running the component your product replaces.
Where is the category going, across every company in it?
The same record that answers a question about one company answers it about a hundred. Read a category across the model and the pattern shows before the market admits it.
All 8 jobs →- Count the accounts in a category adopting a platform, and the accounts leaving one.
- Track supplier share across a category, year by year.
- Size the wallet for a function across a set of companies.
- Find the functions being built from nothing, where a new seat has no predecessor.
- Define a category by any filter: industry, size, geography, a platform in use, a supplier on the bench.
Where can we grow inside the accounts we already have, and which are at risk?
Most account teams learn what changed inside a customer during the renewal conversation. The record that opens a new account keeps reading the ones you already hold, so a new unit, a new program or a competitor arriving shows up while there is still time to act on it.
All 8 jobs →- Watch the accounts you already serve for a program in a function you do not yet cover.
- See a new business unit or acquisition arrive, with its own budget and its own suppliers.
- Catch a competitor appearing on an account you believed was yours alone.
- Track the estate for a component being replaced that you could replace instead.
- Notice a team growing, or an open seat that says a change has been funded.
Where have our champions gone, and who just arrived in an account we care about?
A champion leaving a customer puts that account at risk, and the same person arriving somewhere new is the warmest opening a seller gets. Both are one fact read in two directions, and the record holds the seats on either side of the move.
All 8 jobs →- Follow a champion who leaves a customer, and see where they land.
- See who has arrived in a seat that reviews suppliers at a target account.
- Find the former colleagues and former customers already inside an account you are working.
- Check that the seat which sponsored your work is still filled, before the renewal.
- Spot a newly created function, where the seat has no predecessor.
Which partner is already inside this account, and what should we take to them?
Enterprise work arrives through an ecosystem of integrators, outsourcers and specialists already inside the account. The evidence that maps a supplier bench also says which partner holds the relationship you need, and what they are delivering with it.
All 8 jobs →- Find which integrators and outsourcers are already placed inside a target account.
- See what a partner delivers there, in which unit and on which technology.
- Pick the partner with the strongest current presence rather than the warmest head-office relationship.
- Build a joint pursuit around a program the partner is already staffing.
- Read a partner’s own client book to find the accounts where you could travel together.
Name a company and pick the question.
We build the record before the call, then answer your question on it with the evidence behind every line.