Case Studies
Case Studies
De-identified for public release
Case Study
Global Cybersecurity Specialist
Areas: Account Intelligence · Deal Influence · Buying Committee Mapping
Before: Strong global brand, thin India context. Reps were working named accounts off ZoomInfo org charts and last year’s conference badge scans. The team knew the CISO’s name but not that the account had frozen all new security spend pending a group-level consolidation, or that the real decision had moved to a shared services entity in a different city. Two quarters of activity into accounts that were structurally unwinnable, while a live displacement window at a peer account went unnoticed.
After: Account intelligence dossiers on 40 named accounts — current security posture, incumbent contracts and renewal timing, budget locus, and the actual buying committee including the group CISO layer that doesn’t appear in any database. Coverage reallocated: 11 accounts deprioritized as dormant, 6 flagged as active displacement windows. Sales cycles on flagged accounts entered at the shortlist stage rather than the education stage.
Case Study
Largest Managed Services Provider in India
Areas: Account Intelligence · Competitive Positioning · Deal Influence
Before: Enormous installed base, poor visibility into it. Account planning was a spreadsheet exercise refreshed once a year, driven by revenue history rather than forward signal. Renewals were discovered late — often when the client’s procurement team initiated the RFP. No systematic read on which accounts were quietly evaluating alternatives, and no view of where the incumbent relationship had decayed at the sponsor level.
After: Continuous intelligence layer across the top 60 accounts: sponsor movement, contract expiry mapping, org restructuring signals, and competitive presence by tower. Renewal risk surfaced 2–3 quarters ahead of RFP rather than at RFP. Account plans became living documents tied to observed change rather than annual ritual. Farming motion shifted from reactive to anticipatory.
Case Study
Global Observability Leader
Areas: AEO · Account Intelligence · Category Narrative
Before: Category-defining product, invisible in the answer layer. When Indian enterprise buyers asked an LLM which observability platform suited a regulated, hybrid-heavy estate, the answers named two competitors and a hyperscaler-native tool. The company’s own content ranked for its brand name and nothing else. Meanwhile the field team couldn’t tell which accounts were mid-evaluation versus which were three years from a decision, so demand-gen spend was spread evenly across a very uneven pipeline.
After: Citation engineering across the buyer’s actual question set — cost-at-scale, data residency, migration from incumbent APM, and the specific comparisons buyers were making. Presence in generated answers moved from absent to cited on the majority of tracked prompts. Paired with account intelligence identifying 14 accounts in live evaluation, the AEO work and the field motion pointed at the same accounts for the first time.
Case Study
Most Valuable Hybrid Cloud Company in the World
Areas: Account Intelligence · Buying Committee Mapping · Deal Influence · Executive Access
Before: Selling a platform decision into accounts where the decision was being made three levels above the technical champion, and often not by IT at all. The team had deep relationships with infrastructure leadership at 20 accounts and no read on the CFO-side rationale that was actually gating those deals. Deals stalled at the business-case stage with no diagnosis — reps reported “budget” as the loss reason on deals lost to organizational politics.
After: Buying committee maps extending to the finance and transformation sponsors, with the actual internal argument each account was having about hybrid economics. Loss reasons re-coded against observed reality: of 9 deals coded “budget,” 6 were sponsor misalignment and 2 were incumbent renewal timing. Business cases rebuilt around the CFO’s framing rather than the infra team’s. Structured CIO conversations opened three accounts where no relationship existed above the director level.
Case Study
Digital Services & Engineering Firm
Areas: AEO · Account Intelligence · Category Narrative · Deal Influence
Before: Undifferentiated in a crowded field. Positioning was a list of capabilities that read identically to eleven competitors, and buyers said so. In AI-mediated search — increasingly where shortlists were forming — the firm did not appear for any engineering or modernization query; the answers named the large SIs and two boutiques. Pipeline came from existing relationships and inbound RFPs where the firm was column fodder, entering deals already framed by someone else’s criteria.
After: A narrative built around the two engagement types the firm actually wins, with citation engineering targeted at the questions preceding those engagements. Appearance in generated shortlists for the specific modernization queries where the firm has genuine depth, rather than generic “best digital engineering partner.” Account intelligence identified 22 accounts where those specific engagement patterns were live. Column-fodder RFPs declined deliberately; entry point shifted earlier, into requirement-setting rather than response.