Success Story

Datacom uses Altify to boost overall sales effectiveness

Datacom Limited is an information technology services company offering management and consulting, cloud services, ITO, data center services, custom software development, and payroll services. Datacom employs over 5,800 people globally and is the largest tech company in New Zealand.

With teams in locations across the globe, one of the biggest challenges facing the company was in the consistency and collaboration with different go-to-market teams. Datacom needed a standard sales methodology

With past relationship mapping done on a whiteboard—and with only a basic understanding of relationship insights and attributes—Datacom was seeking a superior, Salesforce-native solution. The company selected Altify’s Opportunity Manager and Relationship Map tools to streamline their sales motion and focus on enhancing relationships with top accounts by drawing lines of influence between key players.

“For us it made sense to look for a tool that could not only integrate seamlessly within Salesforce but could also help us in terms of qualification of large deals.”

Michael Bell
Strategic Engagement Director
Datacom.

With Relationship Map, Datacom enhanced their sales team’s overall effectiveness and dramatically increased win rates.

“We are now consistently asking the key questions, such as, is there an opportunity, can we compete, can we win, and is it worth winning?”

Michael Bell
Strategic Engagement Director
Datacom.

The qualification, Relationship Map, Insight Map, and Test and Improve processes help Datacom win a larger percentage of their critical deals and increase revenue with a consistent and collaborative go-to-market sales motion.

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