Agenda
1
Territory & Prioritization
2
Live UCOs & Pipeline Needed
3
Outbound & Door Opener Strategy
4
Key Resources, Plays, Partners & Asks
Territory Overview: Overall
~30 DNB accounts across software (+some hardware) segments
Tier 0 Priority - 8
Top 5 + 3 Interim
Tier 1 Accounts - 7+
7 ICP fit + 1 Interim
==> 16 Focus Accounts
SaaS, FinTech, logistics, UCaaS, Security
Territory Overview: P0 Accounts
Territory Overview: P1 Accounts
FY26 Priority Use Cases
Prioritization Methodology
Engagement Signals
- Live UCOs: EWS, Ring, iCapital
- DB Score / Web Activity
Data Maturity
- #DWs
- 6Sense intent
- Cost-savings / Oper'al efficiency focus
Relationship Potential
- Customer Case Study?
- LI Exec TeamLink, LI Posts, Following DB
- Relevant Outreach → EDW Migration
- Sumble
Outbound & Partner Strategy
1
LinkedIn - Connect with everyone!
Practitioners, Exec TeamLink, Posts, Following DB, Exec weekend outreach
2
Partnership - Early + Often
Intro partners early: Koantek, Entrada, Bentley
3
Marketing Events - Drive Attendance!
Roundtables, Forums, DAIS
4
Trainings - Drive Attendance!
Data Intelligence Day (Show up!), Webinars & Recordings
5
Sequence - Short + Impactful
Outreach: short, snappy LI connect + call + LI/email
6
ISV Partners
dbt labs, Sigma, ThoughtSpot
7
Workshops
Architecture Workshops - STS Databricks Express (AKA Lighthouse)
Resources
1
Hunter Playbook
Hunter Playbook_Customer Enablement
2
Hunter Solve Board
Collaboration tool for sales teams
3
Prospect 360 (P360)
Access via Analytics Hub under 360 Views
4
LinkedIn TeamLink
A powerful way to get initial engagement via warm introductions
5
Marketing Events
Invite contacts to upcoming Q1 FY26 Marketing events
6
Architecture Workshops
Give prospects and Greenfield accounts valuable networking and technical brainstorming opportunities
7
Additional Resources
Hunter Slack group, Hunter portal, Activated Logo dashboard, xDR best practices, Industries outcome maps
FY26 Key Asks
Budget for Conferences
- To attend ?
- To sponsor prospects' HHs?
Exec Selling Support
Messaging, Outreach & Playbooks
Improve customer journey discovery experience - unify?
Increase internal LinkedIn connectivity!