Account Readiness

One of the basic tenets of strategic and successful selling is focusing efforts on target companies with the greatest propensity to buy.

Everest Group, however, understands that the account pursuit decision-making process is complex for outsourcing service providers.

• How do you predict specific prospects’ need for service delivery transformation, potentially via outsourcing?
• How do you prioritize sales activities within a given portfolio of accounts?
• How do you determine the most opportune time to engage with those with a predilection for change?

With the cost of outsourcing deal pursuit ranging from 1 to 2 percent or more of total contract value for multi-million dollar engagements that actually come to fruition, lack of actionable insights on which accounts to target negatively impacts the service provider’s bottom line and results in lost opportunities.

Everest Group Account Readiness arms service provider clients with the following:

• Accurate, data-based intelligence that predicts the relative outsourcing likelihood of all companies within an account portfolio
• Accounts ranked by their outsourcing probability
• Pinpointed pursuit timing – between outsourcing consideration and floated RFP – to begin sales pursuit with the newly identified, prioritized list

Benefits
Everest Group Account Readiness research initiative translates to real results.  For example, a final deliverable for one client helped go from a 400-company account portfolio down to a list of 30 targets that had highest likelihood to outsource within one to 18 months. Of those 30, 10 did sign outsourcing deals.
Everest Group provides its clients with an Opportunity Segmentation matrix. The matrix plots each of the accounts into one of three categories, and presents the recommended pursuit strategy for each prospect per its timeframe-based likelihood to consider outsourcing.

The Everest Group deliverable also enables drill down to specifics on five avenues of information e.g. each prospect’s potential outsourcing drivers and associated timing. These profiles provide a wealth of actionable insight on each target account during the in-person sales workshop.

Download an overview document outlining the Account Readiness offering.

For more information on our Account Readiness research offering or to request a briefing from one of our analysts, please call us or contact: David Lien or Soumit Banerjee.