Understanding the organizational structure helps you navigate complex enterprises, identify the right stakeholders, and tailor your approach to specific divisions.

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Organizational Mapping

PG:AI maps the company’s structure including:

  • Parent Company: Overall corporate entity and governance
  • Major Divisions: Primary business units and their focus areas
  • Subsidiaries: Wholly-owned entities and their specializations
  • Geographic Entities: Regional organizations and their autonomy
  • Recent Changes: M&A activity, restructuring, or spin-offs

Click on any division to see its specific priorities, digital strategies, and leadership team.

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Understanding Divisions

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Why Division Intelligence Matters

Targeted Selling

Different divisions often have distinct priorities, budgets, and decision-making processes

Expansion Opportunities

Success in one division can open doors to others with tailored approaches

Budget Navigation

Understanding structure helps identify where budget authority truly lies

Stakeholder Mapping

Know who influences decisions across different parts of the organization

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Division-Level Intelligence

For each major division, PG:AI provides:

  • Revenue Contribution: Size and importance to overall business
  • Employee Count: Scale of operations
  • Geographic Presence: Where they operate
  • Products/Services: What they offer
  • Target Markets: Who they serve

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Organizational Models

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Decision-Making Patterns

Understanding how decisions flow through the organization:

  1. Budget Authority: Who controls spending at what levels
  2. Technical Approval: Where technical decisions are made
  3. Strategic Alignment: How divisions align with corporate strategy
  4. Procurement Process: Centralized vs. divisional purchasing

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Using Organizational Intelligence

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For Account Planning

1

Map the Landscape

Understand all divisions and their relationships

2

Identify Beachheads

Find divisions with the strongest need for your solution

3

Plan Expansion

Map how success in one division leads to others

4

Build Relationships

Cultivate champions across multiple divisions

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For Opportunity Identification

  • Same Solution, Different Use Cases: Each division may use your solution differently
  • Division-Specific Pain Points: Tailor messaging to division challenges
  • Budget Cycles: Different divisions may have different fiscal years
  • Competitive Landscape: Incumbents may vary by division

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For Risk Mitigation

In decentralized organizations, success in one division doesn’t guarantee enterprise adoption. Plan accordingly.

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Recent Organizational Changes

Monitor these changes that impact sales strategy:

  • Restructuring: New divisions or consolidated units
  • Leadership Changes: New division heads bring new priorities
  • M&A Activity: Acquired companies being integrated
  • Spin-offs: Divisions becoming independent entities
  • Geographic Expansion: New regional organizations

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Quick Division Reference

A snapshot view of major divisions:

  • Division name and focus area
  • Revenue contribution percentage
  • Employee count
  • Key products/services
  • Primary geographic markets
  • Strategic priority alignment with your solution

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Best Practices

  1. Start with Structure: Understand the organization before engaging
  2. Respect Autonomy: Don’t assume enterprise deals in decentralized orgs
  3. Map Stakeholders: Know who influences across divisions
  4. Track Changes: Organizations evolve - keep intelligence current
  5. Leverage Success: Use wins to expand strategically