Nielsen’s Growth Objective
Become a growth vs. dividend stock, organically growing at 5% or more per year.
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
“A loss or decrease in business of one or more of our largest clients could adversely impact our results of operations. Our top ten clients collectively accounted for approximately 35% of our total revenues for the year ended December 31. 2021. No customer accounted for 10% or more of our revenues in 2021. While we strive to enter into multi-year comprehensive Multi-Service Agreements with these clients staggered across the calendar by duration to minimize risk of any material risk in a given calendar year, we cannot assure you that any of our largest clients will continue to use our services to the same extent, or at all, in the future. A loss or decrease in business of one or more of our largest clients, if not replaced by a new client or an increase in business from existing clients, would adversely affect our prospects, business, financial condition and results of operations.”
Popular Ways of Using Polaris I/O Everyday
The Numbers
-
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
-
Effective Rate Per Account Per Month: $2,500
-
Monthly Min: $20K
Effective Rate Per Account Per Month: $1,333
Effective Rate Per User Per Month: $267 -
Monthly Min: $30K
Effective Rate Per Account Per Month: $600
Effective Rate Per User Per Month: $120 -
Monthly Min: $40K
Effective Rate Per Account Per Month: $400
Effective Rate Per User Per Month: $80 -
Monthly Min: $50K
Effective Rate Per Account Per Month: $250
Effective Rate Per User Per Month: $50
Premium Service available for an additional fee.
* Includes AWS storage fees and unlimited users per account for up to 3 years
The Effective Rate Per User Per Month calculation is based on 5 account team members
Above rates are for ROI calculations and are subject to change based on actual tiered pricing and services required (TBD )
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.