The Campaign: How Did We Bag This Whale Deal?
Our business development process matched the scale and focus of a real-world Whale hunt, involving scouting, hunting, and harvesting phases. Through our Call SMART model, our seasoned scouts reached out to VP’s and Directors from relevant teams across the named account, including Business Intelligence & Analytics, Master Data Management, Big Data, Mobile, Cloud, Data Warehousing, Information Security, Data Quality & Migration and other IT Services.
Our hunters secured meetings and provided the client with visibility into the process of how the right person was identified and what message was delivered. Timely communication and regular updates on the progress were an integral part of the engagement. Our team helped uncover business opportunities that the client could harvest year over year.
Bringing home, a Whale — especially one of this magnitude — required a multidisciplinary team of experts. Together, we pursued the account from multiple directions.