How about the idea of having a clear view of installed technology ecosystem of your target market (named accounts, types of companies, specific market segment etc)? It can surely make life simpler for the marketing and sales personnel’s to identify the best-fit (or sweet spot) and convey the appropriate value proposition. In another sense, such an exploration unveils your competitive landscape too. Getting accurate insights into existing technology infrastructure within enterprises can be worth in gold, specially for B2B technology providers. Imagine what if you get access to the entire installed infrastructure , covering various aspects like technology types, versions, provider names, contract expiry, additional market intelligence (say growth/expansion plans), etc.
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