• Special Report

    We've published our second Special Research Report on the IT plans of all Premier Leage football clubs.

    Our teams spoke with IT Directors within all of these about ongoing plans for 2009. This is exclusively available for subscribers, click below for further details.

     

    Click here to read report

  • Softcat - Testimonial

    I am approached on an almost daily basis by companies claiming to provide the best company information available. To date I have not seen anything that is more relevant to Softcat than the information provided through Pearlfinders. Our sales team have used the tool to research existing accounts and uncover new contacts, find new accounts to target and gain industry knowledge through the reports.

    We started with only a handful of licenses for Pearlfinders and have increased the license count twice already due to the success we have experienced using the tool.

    David Ridgway - Sales Director

How we do it

Our impartial stance, experience, and our technique, means we are able to obtain unrivalled access to IT decision-makers. This is important as there are a lot of business information tools out there and many of them filter the media, but as any experienced sales professional will tell you - it’s only access to real decision-makers and knowing what to ask them and how, that creates sales information of high value.

 

In conversation with real decision-makers we find out:

  • Who else is involved with the decision-making process and for which budget areas. 
  • Which pressures or challenges prompt them to review or add to supplier and vendor arrangements. 
  • What kind of budget is available for IT contracts and how this will evolve. 
  • What the decision-makers look for personally in a supplier, including the intangibles (how they like to be approached, what qualities most impress them, which sales and marketing channels they prefer etc.) in addition to hard financial returns.
  • Whether the company is receptive to hearing from smaller suppliers, innovators, specialists, generalists or those outside their geographical region. 
  • What the company’s strategic priorities are in respect of IT – security, data, storage, service support, out-sourcing, launching new products, expansion into new territory etc. 

And when a new decision-maker comes on board:

  • If that individual’s appointment/promotion will have any immediate or long-term effect on current purchasing or contracted arrangements.
  • Their objectives ahead – what their particular focus will be and what product / service areas are likely to be most relevant. 
  • The best way for suppliers to get in touch.

In short, all the information you need to pick up the phone or write an email – and proactively begin winning the business.