Case Study: 1010data (.com)

1010data is a New York based data analytics company considered to be the top partner of choice for optimizing product portfolio health, mastering customer touchpoints, and digitally renovating operations for the top Fortune and Global 100 companies. 

OVERVIEW

1010Data has over 850 of the world’s largest consumer brands in retail, financial services, and others. They recently were acquired for $500M, and needed to drive rapid growth within the Fortune 100. Sales were expanded and needed to shorten their new hires’ time to revenue and sell up the food chain faster with seven-figure deals. Marketing was expanded and built an ABM program for high volumes of leads. They turned to Revenue Accelerators to help.

CHALLENGE

1010data was in hyper-growth and though resources were available there were not finite. The target list of Enterprise accounts contained the biggest names in the CPG industry. They needed a faster way to message and engage with senior executives including the C-Suite. Marketing’s industry-leading 7-figure ABM and sales intelligence stack were deployed, but needed 1:1 account and executive content and messaging. The Lead Development team (LDR) grew and had to be unified on selling business outcomes & value

SOLUTION

John Seaner, the CMO, and Tony Palladino, the Head of Sales & SVP worked with Revenue Accelerators to run their first business outcomes workshop. They defined the stakeholders, reasons to buy, desired business outcomes, and most importantly, built the business value narratives to get meetings within these Fortune 100 accounts.

Industry benchmarks and proprietary algorithms validated 1010Data’s business value, Revenue Accelerators analyzed over 100 account’s 10-K’s to reveal key corporate and strategic initiatives. Combining all this data with the workshop enabled the delivery of the C-Suite grade Business Value Narratives, which were sent and overnighted to each of the account’s stakeholders.

METRICS EVOLUTION

“Revenue Accelerators enabled us to use coveted value engineering principals for accelerating demand activation initiatives and empowering our sales team to have client discussions around the “metrics that matter” much earlier in the sales cycle”, said Seaner. “We now have a 40% improvement in senior executive engagement, an accelerated pipeline, and our ABM is on steroids.”  

THE RESULTS

In a couple of months, the sales teams produced meetings with dozens of CXO’s, EVPs, and Head of Brands. Using their new value and insight-led selling, they also boosted their Challenger Sales effectiveness. Meeting rates grew, and reps who never sold top-down were doing it on a daily basis. 1010data transformed literally overnight onto an insight-led sales machine and Marketing now had the strongest account-based content on the market.