Tracking key account perception for a global technology provider
What are your buyers not telling your sales team?
A leading telecoms provider was chasing critical contracts during a make-or-break regulatory sales cycle. The targets? A handful of niche accounts, each with just a few senior decision-makers—busy, hard-to-reach people.
The sales team was doing everything they could. But buyers were careful with what they shared, and it was hard to get a straight view of their plans or priorities. Despite the effort, they weren’t getting much beyond polite responses and initial signals.
The concern was clear: too many plans were being shaped by assumptions, a mix of internal thinking, best guesses, and patchy views of the competition. It wasn’t the foundation they wanted to build strategy on, especially with high-stakes deals on the line.
Find out what b2b buyers really think.
Our client wanted to stop guessing and start getting real answers—but they weren’t sure we could reach the ultra-specific decision-makers they needed. Then they saw the panel: a lineup of their ideal prospects, ready to share. That’s when they greenlit the work.
Using our Pulse platform, we went directly to senior leaders inside the accounts they were targeting. With support from our consultancy-grade expert recruitment partners, we reached the true decision-makers with real influence.
A confidential survey revealed who they were considering for upcoming RFPs, which providers were top of mind, how they viewed our client, and what truly made a pitch stand out. The feedback was clear, candid, and detailed—delivered in an interactive dashboard where stakeholders could explore by company or drill down to the individual.
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From b2b buyer access to better decision-making.
One of the first things that stood out? The competition wasn’t who they expected. The client had been preparing for one set of rivals, but their buyers had a different group in mind. Not direct competitors, but adjacent players with different offers and sales strategies.
Then came the product insight: one feature kept cropping up in open responses. Buyers saw it as essential. The client didn’t offer it, yet. That feedback reshaped the roadmap.
And now, they’ve got something more: a baseline for brand and product awareness tracking, the perfect reference point for measuring the impact of future campaigns.
That shifted the entire positioning strategy. Marketing and sales had to rethink how they framed the offer and who they were really up against.
Wondering what your buyers aren't saying in the room?
Let's see what your key accounts really think about you.