Emissary assists with account based sales strategies that deliver results for Elastic.
Elastic is a global, rapidly growing, search company offering three solutions for enterprise search, observability, and security, built on one technology stack that can be deployed anywhere. They grows open-source utilization into commercial relationships by expanding use cases and demonstrating value in POCs that justifies deployment in mission-critical systems.
The challenge? Navigating complex clients to identify the right expansion points, clarify decision-makers, and develop approaches that resonate.
The solution? Elastic’s sales and marketing teams collaborate on four key contextualized approaches for target accounts, fueled by Emissary’s human sales intelligence account based sales, to efficiently and effectively grow enterprise relationships.
1. White Space: Elastic uses Emissary Account Briefs to uncover unsolved business problems and shape focused penetration strategies.
2. Expansion: During Interactions with Emissary advisors, Elastic gains insights into new contacts, LOBs, and use cases. Deeper coaching in Strategic Sessions focuses on strategizing QBRs.
3. Bottom-Up Approach: Elastic leverages advisor insights to equip developers with the right value proposition for the right decision-makers as they represent Elastic internally.
4. Executive Access: Advisors become enterprise sales coaches at Elastic to hone executive selling skills and ensure sellers are equipped to execute strategic conversations at an executive level.