Executive Relationships

Both research and practical experience have proven that when sales organizations form relationships with senior executives, the benefits are measurable: Faster Sales Cycles, Higher Closing Ratios and Increased Revenues.

Our patented application (In-Common) dynamically links key executives to their past and present affiliations, those from work, educational, professional and personal experiences.

Our Users can immediately identify key relationships between their executives and board members and the key decision makers at a current customer or target account.

USER SCENARIOS

Scenario 1 – Xerox wants to form a partnership with Cisco. Their CTO’s know each other because they both sit on an engineering board at Cornel. But without In-Common the business development team trying to put that partnership together would not have know this.

Scenario 2 – Microsoft is pursuing a multi-million dollar opportunity with Wells Fargo. Wells Fargo’s CIO and Microsoft’s SVP of Strategy & Partnerships were classmates at Stanford. With both companies having hundreds of executives finding that connection was like looking for a needle in a haystack. With In-Common it only took a minute.

Scenario 3 – Juniper wants to form a joint product partnership with EMC. The Juniper teams looks for connections to Jeffrey Nick (EMC’s CIO). In-Common uncovers three executives who know Nick from working with him at IBM.

The benefits to our clients is that they can identify and leverage their senior executive relationships to more effectively conduct sales, marketing and business development activities. Whether they are trying to get a foot in the door or expand and strengthen an existing client relationship, In-Common can provide the executive connections to increase sales, expand account penetration or form a new partnership.