Our
Account Profiling service gives you the opportunity to
gain in depth understanding on how a potential customer
operates, how they are structured, who are the key decision
makers, their decision making process, who they currently
purchase from as well
as
their future
plans.
This service
is used extensively by clients who are trying to penetrate
new accounts or to expand their contact base
within an existing account.
Account profiles can be used to help quantify the business
potential within an account and are an excellent sales
tool to help focus sales resources and develop account
plans.
The ITTS Approach
Over a number of days our Sales Researchers
will engage in discussions with senior functional managers
to understand
the key drivers of the business and explore where new IT
investment might be required. Once they have gathered the
business intelligence only then do they engage with IT and
learn more about the existing IT infrastructure and their
future plans. Profiling work can range from a day's
activity through to 3 or more days depending on the size
and complexity of the account under investigation.
At the
end of the exercise a report is produced summarising all
the information gleaned, the contacts identified and
recommendations on next actions.
A typical account profile report would contain |
