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A Fortune 500 cybersecurity leader partnered with Poggio to transform how their sales team shows up with clients. The company tapped Poggio to codify their value selling sales motion, leveraging its Revenue AI Platform and AI agents to help sellers deeply understand customer priorities and challenges, and position sellers to solve them.
Poggio is delivering real-time customer intelligence and ‘outside in’ views for each account. This compliments ‘inside out’ data in Salesforce and DemandBase to give sellers actionable account plans for every opportunity.
With Poggio, each seller’s territory is stack-ranked based on POV fit, reducing time wasted chasing bad-fit deals. Armed with deep insights on client priorities and challenges from Poggio, sellers now speak in the client’s language, lead with value, and attach to their top initiatives to drive relevancy, priority, and urgency in every client conversation.
As a result, sellers are now spending more time with customers focused on solving their needs. The value selling approach enabled with Poggio is helping sellers build trust, revive stalled deals, and break into new accounts. With Poggio, sales leaders have uncovered new opportunities, boosted pipeline, and accelerated deal velocity to close $2M+ in net new logo revenue.
“Poggio centralizes important data–like engagement history, product usage, and growth opportunities–so we can quickly identify trends, plan effectively, and have more informed conversations with customers,” noted one sales leader. “Poggio has become an essential platform for driving efficiency and pipeline growth.”
Taking an ‘outside in’ approach to break through the noise
The company faced several critical sales challenges prior to deploying Poggio. Sales reps were wasting days researching accounts and synthesizing the data to understand which opportunities to pursue based on each prospect’s needs and how they could help.
Inconsistent intelligence quality across account plans was a challenge. Without a standardized approach to account research built around the company’s sales motion and ICP, the quality and depth of insights—along with seller results—varied widely. That led to sellers wasting time chasing bad-fit deals which were unlikely to ever convert.
The team’s existing tool presented significant gaps in both customer and competitive intelligence. Revenue leaders found it lacking ‘outside in’ capabilities, missing the mark in putting sellers in their prospects’ shoes to truly understand their business, and how they could best drive customer value. It also fell short in identifying embedded competitors and building tailored Points of View (POVs) that enabled sellers to effectively de-position them.
As a result, breaking through the noise to engage strategic accounts was a constant challenge. Without the insights to create compelling entry points, sellers struggled to penetrate high-value accounts that had ignored past outreach.
The company needed a strategic partner who could deliver an enterprise-ready intelligence platform built around their sales motion to jumpstart their revenue transformation. They needed a purpose-built solution that was quick to deploy, easy to use, and didn’t require users to be prompt engineers to get its full value. They chose Poggio.
Snapping into the existing sales motion and workflows
Following a call with Sales leadership to align on their value framework and sales qualification criteria, the Poggio team configured its Revenue AI platform to the company’s needs. Poggio Revenue AI agents began arming sellers with tailored POVs with unprecedented speed, quality, and accuracy, incorporating the revenue leader’s must haves:
Instant, tailored POV generation for every account
- AI-powered analysis of executive priorities, needs, and business challenges
- Real-time competitive landscape mapping, including details on embedded competitors
- Strategic wedge identification for difficult-to-penetrate accounts
Comprehensive ‘outside in’ customer intelligence and context synthesis
- Integration of public company data, financial reports, and market intelligence
- Key exec stakeholder mapping, quote mining, and priority identification
- Growth opportunity analysis and trend identification to identify the best opportunities to pursue
Scalable POV automation across the enterprise
- Standardization of account research to enable a consistent, world-class sales motion across all sellers
- Consistent, high-quality and fidelity outputs regardless of seller experience level
- Pre-configured workspace setup for optimal results aligned to the company’s sales motion and methodology
Revenue AI that works, today
The company deployed Poggio’s proven Revenue AI platform and saw immediate value. Poggio drove quick sales wins, improved operational efficiency, and boosted seller confidence in leading with value across the company’s complex portfolio of cybersecurity solutions. This helped sellers revive stalled opportunities and break into new accounts to source and close $2M in net new logo revenue.
Poggio’s POV best fit analysis helped revenue leaders identify the right opportunities for sellers to pursue based on the strength of the company’s solutions in solving identified customer challenges, focusing reps on deals they’ll win. And Poggio’s configuration to the company’s value selling sales motion has helped to make account intelligence a core competency across the sales team while standardizing solution selling focused on enabling customer success.
"Poggio offers a wealth of helpful information at the speed of AI," noted one sales leader. "Poggio is incredibly useful for account planning, personalized outreach, and to ensure we are engaging the right stakeholder with relevant info."
The path to the AI-native enterprise
Next for the cybersecurity leader is powering agentic revenue with its AI agents leveraging the same ‘outside in’ account view to sell to and support customers alongside sellers. Poggio’s Revenue AI platform enables sellers and agents to work together, operating from shared, real-time customer intelligence and context to deliver a consistent, world-class experience at every touch point—whether with a human or AI. With Poggio enabling value selling across the entire GTM motion, the cybersecurity leader is well positioned to continue its revenue transformation.
To learn more about how Poggio can enable your organization’s revenue transformation, visit poggio.io.
