top of page
ENTERPRISE PIPELINE ARCHITECTURE

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

A Perspective on Enterprise Accounts:

The prize for winning typical large and enterprise accounts 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 Large & Enterprise accounts. The various aspects of this research are provided in this section.

ICP - further for Enterprises

Large and Enterprise companies 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.
 

ICP enterprise.png
Geographic Intel

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

such as:

–Functional heads and specialists

–Relevant senior executives

–IT sme’s and leaders

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

consultants etc) to client’s relevant locations and roles

geographic intel.png
distanes.png
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.

hierarchical intel.png
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.

coprorate hierarchy.png
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

key financials for enterprises.png
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

–Sales

–Marketing

company in growth.png
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

ESG

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

ESG.png
Competitor Local Presence

For enterprise clients that do have local presence of a competitor too in the vicinity, it could potentially serve a stronger competitive layer during GTM (its best to consider the stronger competitors for this).

 

Minus points for enterprise clients where this is true.

competitor local presence.png
Partner Local Presence

For enterprise clients that do have local presence of a partner company too in vicinity, it could potentially serve a stronger GTM.

 

Extra points for enterprise clients where this condition gets satisfied.

partner local presence.png
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.

account geo locations.png
bottom of page