Growth Objective:
9.5% Organic Growth
“We are increasingly enthusiastic about the power of our combined capabilities and go-to-market strategy to deliver significant value to customers.”
Chris Cartwright, July 26, 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 largest customers, and therefore our business and revenues, depend on favorable macroeconomic conditions and are impacted by the availability of credit, the level and volatility of interest rates, inflation, employment levels, consumer confidence and housing demand. In addition, a significant amount of our revenues are concentrated among certain customers, industries, product offerings and in distinct geographic regions, primarily in the United States. In 2021 and 2020, 53% and 56% of our consolidated gross revenues, respectively, were concentrated in our U.S. Markets Financial Services vertical and our Consumer Interactive segment, collectively. Our customer base suffers when financial markets experience volatility, liquidity issues and disruption, which has occurred in the past and which could reoccur, and the potential for increased and continuing disruptions going forward, present considerable risks to our business and revenue. Changes in the economy have resulted, and may continue to result, in fluctuations in volumes, pricing and operating margins for our services. If businesses in these industries experience economic hardship, we cannot assure you that we will be able to generate future revenue growth.”
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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Effective Rate Per Account Per Month: $2,500
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Monthly Min: $25K
Effective Rate Per Account Per Month: $1,600 -
Monthly Min: $50K
Effective Rate Per Account Per Month: $1,000 -
Monthly Min: $70K
Effective Rate Per Account Per Month: $700 -
Monthly Min: $80K
Effective Rate Per Account Per Month: $400
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.