Supply-chain solutions companies drive digital transformation of their customers. They sell to supply chain and logistics – a business function. To do this effectively, they need account intelligence for better prospecting in order to stay competitive in the market. Account intelligence helps them to identify key accounts and contacts to target, analyze customer data to better predict future demand and make informed decisions about their prospects. It also provides insight into who to contact, what to offer and how to reach potential customers.
Account intelligence helps businesses to create an ideal customer profile (ICP) by providing accurate and updated information about potential customers, including contact information, job function, management level, organizational charts, professional certification, academic and employment history. It also provides tech stack data which is important in the sales cycle as it helps identify opportunities, target displacement campaigns and introduce a talking point.
Our analysis of the quarterly earnings of several top US supply chain and logistic services indicated investments in the following areas:
- Mondelēz – E-commerce Capabilities
- Lowes – CX, Distribution and Logistics
- Ryder – Logistics, Distribution
- Nike – Supply Chain Management
- P&G – Supply Chain Optimizations
- Tyson’s – Logistics
- General Mills’ – E-commerce, Supply Chain
Process intelligence technology helps to reduce costs associated with processes, optimise profit margins, and gain insights into customer behaviour. It enables supply chain leaders to more strategically cut costs, choose the right vendor partners, improve capacity planning, and streamline workflows. AI-enabled supply-chain management has enabled early adopters to improve logistics costs by 15 percent, inventory levels by 35 percent, and service levels by 65 percent.
Business intelligence enhances supply chain management by making real-time data analytics accessible. Self-service BI takes this a step further by allowing users to run their own queries and create their own reports. It also helps to monitor and quantify complex risks posed by suppliers, products, pricing, etc. Sales intelligence software helps companies use internal and external data to increase sales and improve sales processes.
It is important for supply chain solutions companies to use account intelligence for better prospecting in order to stay competitive. It provides accurate and updated information about potential customers, tech stack data, and process intelligence technology to reduce costs and optimise profits. Business intelligence and sales intelligence software provide real-time data analytics and help to increase sales and improve sales processes. By using account intelligence, supply chain solutions companies can make informed decisions about their prospects and get the most out of their digital transformation projects.
Companies like FourKites, FarEye and GoComet have seen tremendous success using account intelligence in their prospecting efforts. Specifically, when you are selling to business functions, and need them to appreciate the value of your situation, it is necessary to speak the language of the prospect. This is exactly where account intelligence can give you a leg up. Supply Chain and Logistics industry is getting more specialized solutions in areas such as:
- Supply Chain Visibility
- Last Mile Delivery
- Ocean Freight
- Yard Management
- Multi-modal transport
- Invoicing and financing
- Freight management
- Transport Management System
- Trucking and Freight Forwarding
An incredible number of startups are pursuing one or more of these areas and building sophisticated, AI-driven and cloud-based solutions for specific markets and customer segments. To remain competitive and win in the long run, sales teams selling these solutions need to step up their game, yesterday!
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Citations :
1. https://www.ibm.com/topics/supply-chain-analytics
2. https://www.mckinsey.com/industries/metals-and-mining/our-insights/succeeding-in-the-ai-supply-chain-revolution
3. https://www.abbyy.com/blog/7-ways-process-intelligence-enhances-the-supply-chain/
4. https://www.g2.com/categories/sales-intelligence
5. https://emeritus.org/blog/strategy-and-innovation-what-is-supply-chain-analytics/
6. https://erpsolutionsoodles.medium.com/benefits-of-using-ai-in-supply-chain-management-8b757cd998b8
7. https://wyn.grapecity.com/blogs/the-role-of-business-intelligence-in-the-supply-chain
8. https://www.supplychainquarterly.com/articles/1496-the-insight-driven-supply-chain-what-s-it-all-about
9. https://pipeline.zoominfo.com/sales/sales-intelligence
10. https://www.spglobal.com/marketintelligence/en/campaigns/supply-chain-intelligence
11. https://www.superoffice.com/blog/prospecting/
12. https://help.zoominfo.com/18434-simple-prospector/searching-for-prospects
