Prospecting

1. What are the best targets for what I am selling?
2. What are important performance metrics for these companies which can be impacted by my solutions?
3. How can I gain access to executive level contracts within these companies and maintain their interest and ongoing sponsorship?

How Eco can Help?

1. Access a powerful database of public and private companies to hone in on your optimal prospects
2. Create compelling customer-centric value propositions by performing Peer Comparisons (with Ecosystems' Survey/ Assessment Engine) on your chosen targets
3. Entice Executive level contacts to meet with you by offering Benchmarking (with Ecosystems' Key Metric Analysis Engine) capabilities
4. Generate professional and interactive Executive Reports (with Ecosystems' Reporting Engine)

Proof

Staples, the market leader in office supplies, is a member of Ecosystems. Staples 12 month revenue growth of 11.7% compared to industry average of 5.2%. The Staples dedicated success team works directly with National Account Sales to target the right enterprise prospects and map prospect pain points to Staples proven Key Performance Indicators (KPI's)

Account Consulting & Closing

1. How do I get the prospect to open up trust and allow me access to key stakeholders and relevant data?
2. How do I differentiate my solution compared to my competitors?
3. How do I show the economic impact to my solution in such a way as for the prospect to buy-in and support?

How Eco can Help?

Account Consultation:

1. Search Ecosystem' proprietary Value Driver Library to customize quantified benefit templates for your prospects and customers
2. Gain prospect buy-in and credibility by collaborating on the business case and building various scenarios
3. Automatically recommend solutions (with Ecosystems' Survey/ Assessment Engine) based on key facts about your prospect or customer

Account Closing

1. Produce high quality Reports showing your unique business value

Proof

Teradata, the global technology leader in enterprise data warehousing, is a Ecosystems member. Teradata 12 month revenue growth 10% compared to industry average of 5%. The Teradata dedicated success team at Ecosystems continuously innovates on the Business Impact Modeling methodology and platform used by global sales to quantify and communicate Teradata value.

Account Development

1. How do I position the business case to increase my chances of winning deal?
2. How do I objectively discuss prospect alternatives other than my solution and yet not lessen my chances at closing the deal?
3. How do I map the business case to the need for my specific products and services?

How Eco can Help?

• Create upsell and cross sell opportunities by benchmarking (with Ecosystems' Key Metric Analysis Engine) your customer's business

Proof

A market leader in IT, the creator and leading advocate of Java technology, is a Ecosystems member. This company has a 12 month revenue growth of 3.9% compared to the industry average of 3.5%. This market leader's dedicated success team at Ecosystems continuously innovates on the global enterprise-wide value platform they have deployed which demonstrates the economic value around this company's information lifecycle management strategy.