Growth Objective:
“We still need to add more rigor to the sales process across the organization, but we’ve already taken big strides organizationally, and we now have a seat at the adult’s table for digital ad sales. Dotdash benefited from the underdog mentality for a long time, and the combined company is now making that transition from challenged to challenger.”
Joey Levin, CEO, IAC Q2 2022 Shareholder Letter (August 9, 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
“So that’s what you can expect us to do – we will invest in the products and the people to build great businesses, knowing that in any economy, customers have fundamental needs which our businesses, with appropriate time and capital, can solve. And when most of the world is pulling back, we’ll look for areas to push forward, into our existing businesses or beyond. The only thing we’ve ever done consistently at IAC is do things differently. ”
Popular Ways of Using Polaris I/O Everyday
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: $35K*
Effective Rate Per Account Per Month: $700
Effective Rate Per User Per Month: $233*Includes software, AWS storage
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Monthly Min: $60K
Effective Rate Per Account Per Month: $600
Effective Rate Per User Per Month: $200NOTE:
Above 100 accounts - accounts can be added at $100 / account / month*Includes software, AWS storage
The Effective Rate Per User Per Month calculation is based on 3 account team members.
Third-party data costs may incur an additional fee which will be quoted separately if applicable.
Premium Service is available post onboarding and implementation as needed (quoted separately).
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.