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"A strategic framework for accelerated growth - Pinpoint the right Enterprise and Field-sales accounts, navigate complex decision-making structures, and close deals with surgical precision."

A Perspective on Enterprise and Field Sales:

Please note that this section on Enterprise and Field Sales is in addition to the Accounts Intelli-score section, which is also applicable for Enterprise and Field Sales.


The prize for winning in Enterprise and Field sales is a multiple in terms of TCV, brand reference-ability as well as potential for learning.

As the reward grows (compared to mid-market) – so do requirements, costs and longer sales cycles:

  • Client decision makers and user groups are geographically distributed

  • There will be other entrenched players who are well networked

  • Right relationships required across spectrum

  • In-person presence where needed; travel costs

  • Discover the right sub-orgs

  • Enhance deal scope where possible; cross sell and upsell

As part of this offering, we carry out in-depth research into the areas that matter specifically for winning deals in Enterprise and Field sales. The various aspects of this research are provided in this section.

ICP - further for Enterprises & Field Accounts

Accounts for Enterprise and Field Sales are often geographically distributed across countries, and could have buying centers in different parts of the world.

In a regular ICP exercise, companies that have presence in your country of interest but headquartered in a different geography will get eliminated from consideration.

To accommodate such companies, we can check if there is executive presence from the target department within the country of interest. If found, we can include such companies for the exercise too.

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Geographic Intel

We map out in-country and global locations of relevant people

such as:

–Functional heads and specialists

–Relevant senior executives

–Technology department SME’s and leaders

Next, we map location of your sales people (and SMEs,

consultants etc) to client’s relevant locations and roles

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Hierarchical Intel

We determine within a department where the senior, mid and junior level managers are likely located.

This can serve as a useful snapshot to understand who needs to engage and in which location.

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Org Relationships Intel

Many large enterprises have an org structure that resembles a complex web - several subsidiaries and acquisitions.

- We need to know key decision makers, users, influencers are present across which orgs

- In case of acquired companies, we need to understand if decision makers are still present within the acquired org.

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Financials for public companies

Key Financial metrics and ratios that reflect on different aspects of a company’s financial performance. These are relevant as your software or service could have noticeable impact on some of these:

  • Market Cap

  • Current Stock price/year average

  • Level of Stock price fluctuation

  • Net Profit margin

  • P/B ratio

  • Quick ratio

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Signs of company in growth phase

We look at clear signs of a company being on the growth path:

Distinct employee count growth in these core business areas:

–Product development



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Technology aspects

Technology aspects that could signal interest in our offering category include:

  • Relevant technology products tried in recent past

  • Products in use within relevant categories


You may want to give extra points to companies with good ratings in ESG. Such companies follow corporate ethics and end up being more successful financially and as reputed brands over the longer term.

Where available, we take into account ESG ratings for enterprise class companies:

  • Environmental score

  • Social score

  • Governance score

Discover Incumbent vendors

We can discover existing technology vendors of an enterprise. This can be helpful in understanding incumbent vendor landscape.

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Competitor and Partner Sales Presence

For enterprise clients that do have local presence of a competitor or partner company in the vicinity, it could potentially serve a stronger competitive layer or supporting layer for GTM.

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Strategic programs

We can help turbocharge your offering innovation and market penetration efforts by identifying client accounts that suit inclusion in your strategic programs:

  • Customer advisory council

  • Customer reference program

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Accounts Geographic distribution

We spot target accounts on a map to understand Geographic distribution by regions and countries.

We also identify the best locations to conduct marketing events.

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