The Situation:
A customer, an enterprise cybersecurity SaaS company, was experiencing rapid expansion in the EMEA region. New reps, in the onboarding phase, needed a fast way to understand and update account plans for inherited territories, which had typically been managed before. This process normally took over 4 hours per account, which was time they didn’t have.
How They Used PG:AI:
Step 1: After uploading their tier-one accounts into PG:AI, they used the Overview Tab to quickly validate strategic priorities, goals, digital strategies, and risks using the Strategies and Risks page.
Step 2: They used the Organisational Structure tab to dive deeper into the different divisions within each account, identifying their unique strategies and risks.
Step 3: They leveraged the Value Pyramid page in the Engage Tab to align their solution’s value with the specific priorities of each prospect, giving them clear insights into how to approach these accounts.
The Outcome:
The rep streamlined the process, reducing the time spent on each account from 4 hours to just 1 hour. This gave them more time to engage with customers, accelerating their ramp-up and allowing them to get up to speed faster in their new role.