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A Fortune 500 Global technology and services leader deployed Poggio’s Revenue AI platform and AI agents as part of a world-wide initiative to invest in its customers’ success and align its entire GTM to deliver differentiated value.
The $70B global tech powerhouse offers a complex portfolio of infrastructure, software, solutions, and services that came about through a mix of organic growth, acquisitions, and partner offerings. To add to the complexity, the company’s GTM motion targets enterprise customers in all industries and geographies around the world, with an elaborate overlay where sales cycles involve multiple sellers and partners with specific domain expertise.
This was a blessing and a curse for its sellers who had an enviable breadth and depth of solutions available to them to solve client needs, but who often didn’t know where to start or how to tell the requisite exec-level story of unique value. The company turned to Poggio as a partner in its revenue transformation to help its sellers deeply understand client priorities and challenges, and showcase how their vast suite of offerings combined to power customer success.
A renewed focus on customer value
With one of the most innovative hardware, software, and service offerings bolstered by even more partner solutions, the company’s sellers enjoyed a wealth of opportunity, but struggled with mapping their vast offerings to client value.
Revenue leaders sought to modernize their account planning process to center their GTM on solving key, exec-level challenges. They wanted to elevate customer conversations to focus on bigger, more transformational, and strategic priorities for clients, and in the process, unlock new growth opportunities beyond the company’s legacy solutions.
The company tapped Poggio’s Revenue AI platform to modernize its account planning and enable sellers to show up smart with tailored, ‘outside-in’ Points of View (POVs) for every client. With Poggio, customer engagements now start with client challenges and automatically surface how company and partner offerings combine to uniquely solve them.
Poggio’s Revenue AI platform and agents drive insight into action
One of the company’s top revenue leaders and a fierce customer champion first discovered Poggio as his team was looking for ways to equip all of their sellers to perform like the top 1% in selling to and supporting their clients.
After a successful trial of Poggio, it became clear that expanding each sellers’ view of the customer led to richer conversations and deeper opportunities for value creation. In particular, Poggio surfaced strategic solutions and services not previously identified that helped sellers engage customers with a more vital focus on their success. This included an $8M+ net new ARR opportunity with a leading aerospace manufacturer.
Poggio was deployed more broadly in the company’s most strategic accounts where sellers work cross-functionally and with costly consultants to co-create robust account plans in deep dive sessions. There, Poggio AI agents are surfacing real-time customer needs, synthesizing those against the company’s GTM motion, positioning, and value framework, and then stack-ranking them by strength of the company’s offerings in solving client challenges.
Poggio has bolstered the company’s account planning process where Poggio AI agents have continued to identify untapped, multi-million dollar opportunities for the team to pursue without the reliance on expensive consultants. Among them: a top 5 global oil and gas company, a top 10 biopharmaceutical company, and others where always current, always relevant POVs and account plans are driving more compelling, exec-level conversations with clients.
Deep alignment with Poggio’s AI vision made the choice clear
When looking for AI solutions to help sellers deliver the greatest value to customers, the revenue leader sought to reinforce a problem–solution–context–proof sales mindset, while making each step more robust and compelling for customers. The solution needed to both work within existing workflows while simultaneously improving them.
The chosen solution’s AI agents needed to deliver the most comprehensive, current, and relevant insights as the foundation for powering actionable account plans and POVs that solve actual client problems. Real-time, ‘outside in’ customer intelligence was needed to clearly ensure sellers understand the client’s most pressing problems.
Contextualizing that intelligence around the company’s GTM motion, solutions, and value framework was critical to position sellers to present the right solutions across the company and its partners’ vast offerings. Similarly, surfacing and showcasing the proof behind its solutions, including relevant customer success stories had to be built in. And ensuring the process drove action by guiding sellers to the best sales play to bring it all together was critical.
Finally, the revenue leader wanted the same relationship that clients would get in interacting with his company: a trusted expert and strategic partner.
Setting the example for others to follow
The company is trusted for its solutions and expertise that combine to help customers solve complex business challenges and drive transformation. How sellers show up is a reflection of their commitment to client success.
With its deployment of Poggio, the company is pioneering the use of enterprise AI to enhance its operations and help its own customers transform to better serve their customers. Poggio’s Revenue AI platform and AI agents are helping sellers show up smart for their customers as strategic partners while the company models the way forward with AI.
Next on the revenue leader’s agenda is leveraging Poggio’s real-time customer intelligence and context to power the company’s AI agents, ensuring that clients continue to get a world-class experience at every touch point, no matter whether they are interacting with the company’s sellers or agents.
To learn more about how Poggio can enable your organization’s revenue transformation, visit Poggio.io.
