When we sell into enterprises, aligning your solution with corporate goals and initiatives is an effective way to get interest from senior decision makers and the C-Suite. You need a deep understanding of a complex enterprise, and you build detailed account plans to summarise key points. This then drives your entire messaging, from the first email, to the business case.
As always, think of Tactic as an automated version of a research analyst. When you ask a research analyst to find vision, mission and initiatives, you will need to specify the keywords and people they should look for, and where they need to look for it.
Many large companies have dedicated ‘About Us’ pages on their company websites. They talk about their vision, mission and initiatives in annual reports. Finally, earnings calls and 10-Ks are also great places to find initiatives and goals.
We can use Keyword Searches in Tactic to precisely specify how to find vision, mission and initiatives.
As we said, many large companies have dedicated ‘About Us’ pages on their company websites. The first thing we do is to build a list of searches that look at the company website only, and finds the following keywords:
- Our vision
- Our mission
- Our values
- Our customers
- Our people
Next, we change the data source to Annual Reports, which tells Tactic to look at Annual Report PDFs in the last 12 months, and we do the following keyword searches:
- our initiatives
- our priorities
- our goals
- our initiatives 2022
- our priorities 2022
- our goals 2022
After we have specified these people searches and keyword searches, we can ask Tactic to do them against all the companies in FTSE 100.
This gives you the first cut of an account plan, ready for you to customise into the final version.