Eric Chapman, Vice President Sales Operations and Enablement at Hexagon’s PPM division A Transformative Sales PlanĪs Hexagon PPM focused on expanding into new markets, it became apparent to the team that this direction required a re-evaluation of its go-to-market strategy, process and sales technology. People.ai adds contact insights and a level of intelligence to accounts that we didn’t have in the past.” “When we reassign accounts into different coverage models, People.ai data gives incoming reps a tremendous amount of insight for a handoff. Hexagon PPM executed a comprehensive GTM plan, sales strategy and sales processes, empowering its sales team to expand into new markets with ease and automation using People.ai as the backbone of its GTM tech stack. Hexagon’s PPM division empowers its clients to transform unstructured information into smart digital assets to visualize, build and manage all complexities’ structures and facilities. Hexagon is a global leader in sensor, software and autonomous solutions. In addition, it performed a comprehensive assessment of deals and pipeline health, giving insights needed to improve the sales cycle, customer engagement, forecasting accuracy, manager training, productivity and win rates. To accomplish this, Hexagon PPM used People.ai data to gain a clear picture of its sales team’s activities. The logical next move was to expand into new markets, but that wasn’t possible without a comprehensive rethink of its go-to-market strategy, processes and sales technology. The oil and gas industry has been through a decade of tectonic changes that forced Hexagon’s PPM division to re-evaluate its go-to-market strategy.
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