Purpose Built. Connected. Complete.
THE DATA-BACKED GO-TO-MARKET ADVISORY
FOR SAAS & IT SERVICES COMPANIES
MIDMARKET & ENTERPRISE SALES PLAN
(for both SaaS & IT Services companies)
"A strategic framework for accelerated growth - Pinpoint the right Midmarket & Enterprise sales accounts, navigate complex decision-making structures, use org level insights to create greenfield opportunities as well as expand existing accounts."
Account Shortlisting & Prioritization:
Smart GTM collects data from multiple sources for relevant subject areas. These subject areas, each of which comprises one or more distinct variables are shown below. The values from these subject areas can be used for the purpose of Account scoring and thereby shortlisting and prioritization.
A. Collecting Account data across subject areas:
B. Using Evaluation criteria to assess Accounts:
Data on prospect accounts is then passed through these 10 evaluation parameters:
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- ICP Plus
- Contact Influence
- Ability to spend
- Recent signals
- Interest indicators
- Revenue potential
- Strategic importance
- Sales cost optimization
- Competitor & Partner dynamics
- Public Financials