Emissary provides first hand insights into your target accounts through our executive-level community of over 12,000 former Fortune 500 leaders.
Enterprise Tech Sales Challenges
B2B selling gets harder every year ー more decision-makers, longer sales cycles and harder to impress buyers.
The good news is that success is still within seller control. Getting a “yes” from buyers depends on a seller’s ability to navigate complex buying processes in a way that delivers customer value. That type of selling requires deep insights into target accounts…the kind that you can’t find in an annual report or a website.
Emissary is ……. a human intelligence network
Data feeds and annual reports don’t provide clarity on culture, white space analysis, or buyer dynamics. Those deeper-level, nuanced insights can only be gained from the executives who’ve lived inside your target accounts.
Watch the video or download the PDF to see how Emissary insights result in sales and marketing teams’ success:
Benefits of Human Intelligence
Most account intel scratches the surface, including only news and contact information. Human intelligence goes deeper, revealing the insights that actually help you find and grow business. It’s the difference between organizational charts and power structure, between job title and decision-making style.
How Clients Use Emissary
Sales and marketing professionals leverage the Emissary human intelligence network to shape and turbocharge their go-to-market strategies.
Access Target Accounts
Use Emissary insights to identify who in your target account influences decisions, what messaging will resonate with those leaders, and which approach to take to gain access. Break through marketplace clutter by laser-focusing your approach to specific people, teams, and organizations.
Accelerate Deals
Strategize how to sell to each member of the buying team, clarify the steps and length of the buying process, identify needed business case elements, and decide when/how to engage procurement. Stand out from your competitors by tailoring your selling approach to exactly how your client buys.
Expand Relationships
Grow your position by understanding how best to navigate your customers’ complex organizations. Uncover which white space is worth pursuing, and strategize how to parlay your existing presence into a broader value proposition.
Emissary In Action
Examples of how Emissary brings value to sales and marketing teams:
“[Our value was] learning more about why they make decisions … learning what competing technologies are already in house or have been considered.”
– Director of Sales, Digital Simulation Software
“The most critical part was understanding buying dynamics, buyer personas and preferences, insights into internal projects and priorities… and evaluation processes.”
– Large Enterprise Account Executive, ERP
“[Emissary] identified business and political drivers of strategy, decision-making, and funding around the move to cloud…which has not been evident at the lower levels of the organization, with which we’re engaged.”
– Major Account Manager, Data Management Platform
Human Intelligence in Action
Ready to Leverage the Emissary Human Intelligence Network?
Get more information on working with Emissary Advisors.
Erin Provey
VP Products
Erin has 20 years of experience in B2B product and service innovation and leadership roles, with a consistent focus on growth through customer-centricity. Most notably, Erin spent nearly a decade at SiriusDecisions (now part of Forrester Research) in a range of research and advisory product leadership roles, responsible for the entire innovation lifecycle: discovery, design, development, sales enablement, launch, implementation, and research/voice-of-the-customer-based iteration and enhancement. As part of this work, she was one of the most prolific commercially-viable content creators and public speakers, authoring and presenting hundreds of commercially-viable research briefs, models, frameworks, templates, tools, and one patented methodology – building world-class delivery teams and working closely with hundreds of the world’s leading B2B marketing leaders to operationalize these best practices in pursuit of revenue objectives.
Adam Rice
VP Engineering
Dynamic, results-driven agile technology leader with over 12 years of leadership experience and 10 years of hands-on software development experience. Adam has significant expertise in designing, building, and running highly available software as a service. He loves being part of a team where he can be instrumental in building and running a world-class team of software practitioners based on shared cultural values including collective ownership, pragmatic mastery, and continuous improvement.
Diana Kudajarova
VP of Operations
Diana has extensive experience in senior operational roles at technology startups. Before becoming VP of Operations, she was Emissary’s Chief of Staff and Head of Revenue Operations. Prior to joining Emissary, she was Director of Sales Operations for Burning Glass (a Boston-based job market analytics company). Diana has a PhD in History from Harvard University and was, in another life, a consultant for Monitor Consulting and professor of management at Moscow School of Management. Diana was also a co-founder and operator of four critically acclaimed restaurants in Cambridge and Somerville, Massachusetts,
Morgan Costello
Director, Advisor Operations
Morgan oversees advisor operations at Emissary. Prior to joining Emissary, Morgan spent the last 9 years building and optimizing high performing operations teams from the ground up. Morgan previously ran operations at the home services network, Handy, scaling the professional platform by over 10x before being acquired by ANGI Homeservices. Having worked in professional services and consumer services, Morgan is an expert in how to scale and grow operations.
Kate Forester
Head of Finance and Company Operations
Kate has led Finance & Operations in start-ups and non-profits for over 15 years. Over her career, she has worked to promote volunteerism, alleviate poverty, and connect professionals.
Seleste Lunsford
Chief Research and Strategy Officer
Seleste has been a leader and consultant in the sales effectiveness space for over 20 years, running professional services, product and marketing organizations. She is a regular contributor to industry publications, a conference speaker and has written two books and countless papers on B2B revenue strategies.
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