A typical services deal touches a CIO or CTO, the heads of delivery or transformation who will own the outcome, an architecture or security review, and procurement. Incumbents have the advantage of familiarity. Getting the first meeting is the hardest part of the cycle.
Our services suite was built for exactly this: daily prospecting into named accounts, persistent follow-up, and an opening inside the account that your whole team can then sell the full solution set through, including cross-sell, upsell and account penetration.
