Growth Objective:
“The gap between our 10% and that $400-$500M in local measurement is significant. We must drive further penetration and demand from the buy side…we are working on expanding our partnerships on the sell side…and finally our path to growth in local measurement is going to require us to focus on getting ourselves more deeply into our client’s existing workflows.”
Jon Carpenter, 2nd Quarter Earnings Call-August 2022
Introduction
Account teams face multiple challenges in growing key accounts including disseminating many sources of account information, creating contextually relevant sales conversations by stakeholder and coordinating with internal resources to pursue initiatives over long periods of time.
Challenge #1
Information Overload
The amount of external information account teams must research on their own is immense and growing. To make matters worse, continuously prioritizing compelling customer events, connecting the right plays to the right stakeholders, coordinating pursuit strategies as a team, and tracking each new opportunity over long periods of time is next to impossible to manage manually.
Challenge #2
Irrelevant Sales Conversations
Only 11% of sales conversations are considered relevant by executives based on over a decade of research. This is due to the disconnect between supplier products vs. customer problems. Relevant sales conversations, with situational context across a group of stakeholders who must agree to do something is complex given their perceptions change as conditions on the ground change over time.
Challenge #3
Decentralized Pursuit History
External and internal information ranging from research, articles, meeting notes, backgrounds, communications, people, organizational changes, presentations, and assignments are fragmented across email and file systems across many people like shattered glass. Yet every pursuit is typically a six-figure investment that should be carefully protected.
The Business Impact
“Our growth depends upon our ability to retain existing large customers and add new large customers. To the extent we are not successful in doing so, our ability to grow revenue and attain profitability and positive cash flow may be impaired. Our success depends in part on our ability to sell our products to large customers and on the renewal of subscriptions and contracts with these customers in subsequent years. For the years ended 2021, 2020 and 2019, we derived 35%, 30% and 27%, respectively, of our total revenues from our top 10 customers.”
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The numbers
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Total Cost Per Month in Unproductive Meetings
Accounts ( x ) Team Members Per Account ( x ) Number of Sales Meetings Per Account Per Month ( x ) Average Cost Per Hr ( x ) Hours Per Meeting (prep, meeting, follow-up) ( x ) Percentage of Non-productive Meetings
Total Cost Per Month in Manual Research
Accounts ( x ) Team Members Per Account ( x ) Research Hours Per Person Per Month ( x ) Average Cost Per Hour
Total Cost Per Month in Onboarding New Team Member
Number of Accounts ( x ) Number of New Team Members Added/Replaced Per Month ( x ) Average Cost Per Hour ( x ) Hours Per Month in Onboarding Time vs Productive Time
Total New Revenue Closed Per Month
Number of Accounts ( x ) Number of Newly Created Relevant Ops Per Account Per Month ( x ) Average Deal Size of Relevant Op ( x ) Close Rate On Newly Created Relevant Ops
Total Monthly Business Impact
Total Cost Per Month In Unproductive Meetings ( + ) Total Cost Per Month In Manual Research ( + ) Total Cost Per Month in Onboarding New Team Member ( + ) Total New Revenue Closed Per Month
Size of Benefit
Total Monthly Business Impact / Price Per Account ( x ) Number of Accounts
Pricing
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Monthly Min: $20K*
Effective Rate Per Account Per Month: $800Unlimited users
NOTE : Above 25 accounts - accounts can be added at $800 / account / month for up to 25 additional accounts for a total of 50 accounts.
*Includes AWS storage
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Monthly Min: $25K*
Effective Rate Per Account Per Month: $500Unlimited users
NOTE : Above 50 accounts - accounts can be added at $500 / account / month for up to 25 accounts for a total of 75 accounts. For activation of more than 75 accounts, please reach out to your Polaris I/O rep for pricing.
*Includes AWS storage
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$500/month/account*
*In addition to standard monthly baseline fees. White Glove Service can be activated and deactivated across accounts during contract period. (3 month minimum)
EXAMPLE: Post Set-up & Configuration
Client chooses to activate White Glove Service across 5 accounts from a group of 25 key accounts:
Monthly Baseline Investment: $20,000
White Glove Service (5 accounts): $2,500
Total Monthly Investment: $22,500Comparison Chart of Polaris I/O Services (Post Set-Up & Configuration)
Gartner expects that by 2026…
B2B organizations that unify commercial strategies and leverage multithreaded commercial engagements will realize revenue growth that outperforms their competition by 50%.
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Modernize to Increase Productivity Across Existing Account Resources
Polaris I/O empowers existing key account resources to leverage a constant flow of actionable insights that drive contextually relevant conversations with the right stakeholders. We repurpose in-efficient time to create new high-value pipeline opportunities, increase close rates and reduce sales cycles systematically.