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ENTERPRISE & FIELD SALES
(for both SaaS & IT Services companies)

"A strategic framework for accelerated growth - Pinpoint the right Enterprise and Field-sales accounts, navigate complex decision-making structures, use org level insights to create greenfield opportunities as well as expand existing accounts."

A Perspective on Enterprise and Field Sales:

Please note that this section on Enterprise and Field Sales is in addition to the Midmarket Accounts section, the functionality of which is also used to evaluate and score Enterprise and Field Sales accounts.

 

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.

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

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  • 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

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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.

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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.

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To accommodate such companies, we can check if the head of buyer department (except Sales) is based in your countries of interest.
 

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Account Shortlisting & Prioritization for Enterprise & Field Sales:

Smart GTM has designed a 12-factor mechanism to achieve this:

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Smart GTM collects data from multiple sources for relevant subject areas. These subject areas, each of which comprises one or more distinct variables are covered in the Midmarket Accounts section + additional subject areas relevant to Enterprise & Field sales, which are provided below. The values from these subject areas can be fed into the 12-factor mechanism shown above to shortlist Enterprise & Field sales accounts.

Geographic Intel

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

such as:

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–Functional heads and specialists

–Relevant senior executives

–Technology department SME’s and leaders

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

consultants etc) to client’s relevant locations and roles

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Org Relationships Intel

Many large enterprises have an org structure that resembles a complex web that includes a multitude of subsidiary companies.

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It helps to determine if the subsidiary companies are a good fit, and have potential needs that your company serves. This can lead to additional opportunities being uncovered in the same umbrella organization.

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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 could have noticeable impact on some of these:

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  • Market Cap

  • Stability of stock price

  • 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:

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–Product development

–Sales

–Marketing

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Further Technology aspects

Technology aspects that could signal interest in our offering category include whether any named technology products were tried by an account in the recent past.

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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.

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We also identify the best locations to conduct marketing events.

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