"Different functions in your company may all be talking about the customer, but the communication infrastructures are built for entirely different purposes."
This paper is designed to give you ideas on how to leverage the customer data you’re already collecting by turning it into account intelligence. It provides frameworks on how to translate the data your services teams are generating and the data you get from the usage of your offerings into the language of sales. If these steps are taken, your company can grow revenue in an efficient and cost-effective way, without adding significant sales and marketing budget.
Note: This research paper is an abridged version of the original research report of the same title. The full report is available to members of TSIA’s Expand Selling research practice, and goes into deeper detail on the actions required to successfully leverage account intelligence for customer growth.