Company overview
The company sells payroll and HR software to mid-sized and large employers in Indonesia.
The challenge
Account executives worked from a list of target companies but had no signal of when to reach out. Meeting preparation meant reading old news about each account.
No timing signal
Outreach was based on a calendar, not on account events.
Slow meeting preparation
Research took time from selling.
Competing vendors
Competitors' customer wins were unknown.
The solution
The team added its target accounts and competing vendors. Expansion, hiring surges, new offices and leadership changes at target accounts appear as signals with a score; Company 360 has each account's recent history ready.
Account signals
Hiring surges and expansion are shown with why they may matter.
Pipeline
Each opportunity gets an owner, status and due date.
Follow alerts
Account executives follow their own accounts and get a digest.
Impact
| Impact highlight | Description |
|---|---|
| Better timing | Outreach follows the account's own news. |
| Faster preparation | Account history is ready before the meeting. |
| A shared pipeline | Managers see which opportunities are being followed up. |
Conclusion
Outreach is now triggered by real events at target accounts, and every meeting starts from current information.