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Case Studies - Nurturev | Shipsy

Comprehensive details about the problem, the solution and examples
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In any B2B business cost of new customer acquisition has sky-rocketed in the last couple of years because of several fundamental changes in the market.
Cost-saving mandates in all organisations
Intense competition, especially in the software and services market
Thus there is an evident and necessary shift in focus towards acquiring new revenue from existing customers. This includes upsells and cross-sells
In the status quo, however, the expansion motion is still driven by organic information collected by account managers and thus there is limited visibility and predictability for leadership. Although there are expansion targets, the expansion plans and roadmaps are not data-backed and rely on a spray-and-pray practice. ​Nurturev helps B2B companies predictably increase their expansion pipeline and help in converting these opportunities by equipping the farming teams with information about the needs and priorities of their customers at any point in time. As farming revenue becomes critical in the B2B space, it not only contributes to the increase in top-line directly, but to the most efficient and sizeable source of growth.
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Whitespace screenshot.png
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[In this image each row represents an account of our customer. The columns to the right represent the different offerings of a customer and the green cells are where there are signals for cross-sell and upsell]
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Nurturev Whitespace Implementation Datasheet
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Below are the examples and detailed account insights of a few accounts

1. Whitespace Analysis
Customer
Account
Priority
Qualified
Product Lines
Deep Dive
Supply chain organization
000
100
View Details
Hyperautomation (RPA) Organization
000
100
View Details
There are no rows in this table
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note
The above insights (contextual to every company) comprises of ​a. Research Keywords - Denotes the expressed interest of the accounts as these keywords are being searched across the web
b. Needs expressed - Denotes the needs expressed in Job Openings. The details also helps in identifying the region, BU where they are looking for a person to solve, manage or lead. Also, many a times, specific projects and KPIs are also mentioned which helps the Farming AEs in better messaging.
c. Announcement & News - Denotes the macro insights that can influence the decision making and sales cycle.
2. Business Unit Deep Dive
Account Name
Qualified
Whitespace
Product/Service
Signal
Opp. Type
Summary
Al Futtaim
Middle East - Automotive
000
86
Open
Al Futtaim
Middle East - Automotive
000
78
Open
Al Futtaim
Middle East - Automotive
000
70
Open
Al Futtaim
Middle East - Retail
000
67
Open
There are no rows in this table
⁠
note
The above insights (contextual to every company) comprises of ​a. Online Research - Denotes the expressed interest of the accounts as these keywords are being searched across the web
b. Executive Arrival/Departure - Departure denotes risk within existing customer but can also be an opportunity in other organization. Arrival suggest a chance to build new relationship
c. Needs expressed in Jobs - Denotes the needs expressed in Job Openings. The details also helps in identifying the region, BU where they are looking for a person to solve, manage or lead. Also, many a times, specific projects and KPIs are also mentioned which helps the Farming AEs in better messaging.
d. Key Personas - Whom to target in the organization?
e. Relevant Tech - Need to have a replacement strategy if a competitor is identified. For other complimentary tech, team would have better understanding to propose a solution.

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