Equinix leveraged HG Insights’ IT Spend and Tech Install intelligence to accelerate sales growth by targeting 15,000 high-potential accounts. Seeking to better tailor their outreach, Equinix used this intelligence to understand each account’s current tech stack and network-related spend. With detailed Account Strategy Plans (ASPs), their sales reps gained a granular view of installed technologies, enabling them to highlight cost savings and performance improvements from adopting Equinix solutions. This approach allowed for faster engagement, more consultative conversations, and larger deal sizes by aligning solutions with each account’s technological maturity.

Join for free to read