KPN introduced a promising new B2B cloud proposition into a segment where a deeper understanding of the business & IT landscape was appreciated. The lack of readily available and easy to digest knowledge prevented sales teams to successfully connect with decision makers, preventing a well-aimed, strategic conversation.
Excelerators provided KPN with thousands of tailor-made prospect analyses. These carefully crafted one-pagers helped account managers understand the developments, major projects and suppliers within its prospect companies, with the blink of an eye.
A team of analysts, at all times aligned with the customer sales teams, provided structured research to identify strategic themes, business projects, installed technology and current suppliers. Today, account managers have all the information at hand to excel at the business development conversation, carefully summarised in a simple profile.