Opportunity Identification for Skillsoft: Leveraging Account Intelligence
In less than 120 days, Skillsoft – a leading provider of e-learning and performance support solutions for global enterprises, government, education and small- to medium-sized businesses – leveraged BAO Opportunity Identification to achieve those results. And the program shows no signs of slowing down.
In this case study, we examine Skillsoft’s best practices for maximizing the value of the custom, account-level intelligence provided by BAO – and how they make it work for their business, from driving revenue and improving operational efficiency to changing the way that key stakeholders across the organization go to market.
BAO’s Opportunity Identification services take on the heavy lifting required to research and navigate target accounts — allowing Clients like Skillsoft to focus sales and marketing efforts on accounts that matter most to their bottom line. It delivers custom, account-level intelligence that enables Clients to identify and target prospects that meet the specific infrastructure, timeline and budget criteria that will translate to revenue.
BAO works with Clients to develop a custom profile designed to capture specific account-by-account insight that’s relevant to their business. Then BAO immediately goes to work, calling into the organizations, interviewing influencers and decision-makers to assess where there is real opportunity in the market – who’s buying, what they’re buying, when they’re buying and why they’re buying. With OppID, Clients receive a real-time, segmented view of the market that serves as a blueprint for a go-to-market strategy.
In just four months, Skillsoft leveraged BAO intelligence to achieve:
The Skillsoft BDCs were hungry for intelligence on these target accounts, but Skillsoft management also recognized the clear advantages that come with having granular, account-by-account insight into their target market. This went beyond lead generation – this program truly represented a shift in the way that Skillsoft was selling and doing business.
Here are some of the secrets to the program’s great success.
Skillsoft has made this intelligence a critical part of the way they sell – but they’re leveraging it in other ways, across the organization, to shape their business.
The results of this program can be attributed to not only the high quality of the intelligence provided by BAO, but also Skillsoft’s ability to maximize the potential of that insight.
The numbers speak for themselves – in terms of pipeline and opportunity generated, this program is clearly a success. But beyond that, we’ve been very impressed with BAO. Their level of professionalism, the deep engagement from their executive team and their ability to understand our business – and our business needs – make them a true extension of the Skillsoft team.
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