Testimonials

Emissary is a not just a sales tool — it’s a network extender to help one penetrate an account and network that there is no other way to penetrate. It’s like having a friend in an account who is going to introduce you to an executive.

[No sales tool] can trump talking to someone who has lived and breathed the account from the inside….and even better yet is willing to make introductions. That’s what folks in my role beg for. If someone says they don’t have time for Emissary, they don’t understand it.

We only get so much air time with prospects, to learn what might be helpful to them. We have to be very specific in what our messaging is, how we’re delivering it, and to whom we’re delivering it. Emissary gives us that.

When I shared my forecast of what we’d save [my account] over our competitor, the team went silent and I could see them texting each other. I knew exactly how to frame it.

Learning specific pain points of specific teams allow me to position [my product]. Now with empathy I can engage what they might think are unsolvable issues…that risk revenue and consume their team’s time and effort….It goes to the business value and I can’t get that from ChatGPT.

The Emissary conversation was the equivalent of 10 discovery calls.

Emissary revealed exactly what threshold were for budget approvals, helping us appropriately size the deal. At the end stage of our proposal Emissary guided us to reduce TCV [3%], meaning we didn’t need higher-up approvals and closed within weeks.

In [my strategic account] you’re supposed to stick to your assigned Procurement Specialist. But Emissary revealed to me that there is a totally separate fast track for up and coming technology partners, which they facilitated an intro to. That circumvented months in a slow and cumbersome procurement process….I’d been working this account for 10+ years and never knew this was an option.

Understanding how an organization actually works, and what projects matter, can feel impossible to work out from the outside. Having an Emissary to guide you changes that. 

That Emissary engagement was how I discovered and then closed a $1.5M opportunity. It was because we had that quality insight about how to position our product and with whom within the company. It worked flawlessly.

Emissary really helped us identify where to sell within the account, who we should target specifically in each Line of Business and provided some insights into messaging that would land with current internal initiatives. Huge value. 

He helped me understand the main initiatives – for IT and business – in which we can bring value,  the customer pains and how our solutions can engage to solve them.

The Emissary call led to us closing a $620k deal. Our Emissary was phenomenal with his insights and what he was willing to share.

What Emissary told us about the account and the culture all really prepped us with the strategy that ultimately led to a $1.8M expansion.

The call did us an an enormous amount of good as it relates to pushing our deal forward, getting better connected to the C-level, and setting us on a different course with different conversations and approaches. I would love to get more calls with execs like this.

Since the Emissary call we transacted on our $300k Phase I and will be ready to add on $3-4M in Phases II and III within the year.

Emissary filled in the blanks. They told us about people’s personalities [shaping our deal], how things are run internally–even how names are correctly pronounced, who the champions are, how the POC is viewed, and what’s relevant to them… things we would not be able to get from internet research.

Emissary knew the account inside and out: their strategies, their focus, pitfalls… all the details in between the words in a 10-K. He had worked closely with all of the decision-makers and budget owners for many years and knew how they operated.

The most critical part of our Emissary call was understanding buying dynamics, buyer personas and preferences, and insights into internal projects and priorities. Know I can manage the evaluation processes.

The Emissary told me the exact issues my account is challenged with today and who’s responsible for finding the resolutions.

Emissary was super helpful in identifying the 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 where we’d been engaged.

It would have taken months to discover all that was shared in an hour long phone call… Names, BU structure, which divisions have rank, and so on.

Emissary provided new on where there is and isn’t opportunity for my products — it significantly impacts the angle I will take to gain access.

The Emissary was able to share intimate knowledge of [my prospect’s] structure, business operations, and decision making process. Hugely valuable. 

Very insightful … I gained valuable cultural insights as to how best approach the account going forward. Best hour I’ve spent.”

I gained rich insights into the current technology landscape, gaps and pain points in existing strategy, and an understanding of the politics and influencers. I’m crafting messaging with the Emissary’s input to help open doors for a conversation.

We’re already [this customer’s] largest provider, so it’s hard to bring meaningful insight to a team already so deeply engaged. Emissary did that for us.

I’ve worked this account for a while, and Emissary revealed additional people to connect with that I wasn’t previously aware of.

Emissary revealed key contacts who can assist with our current opportunity, provided valuable information on current tech and application landscape, as well as strategic priorities for the executives.

Our Emissary was able to work ‘on the same side of the table as us to build out a picture of the account and how to approach it strategically. Great preparation, great insight.

Instead of going in blind, Emissary is able to provide us a candid understanding of business issues that effect potential clients so we can position ourselves as experts to solve for their needs. I’d recommend it to anyone who values deeply understanding your prospects before a pitch.

Our advisor’s deep understanding of the client helped us turn our presentation into a home run. They have been extremely helpful as we prepared for initial client meetings and final pitches.

Reps complain about not being able to prospect [executives] remotely, but you just need Emissary. I’ve added 25 to 30 executives to my network.