Equinix was looking to aggressively grow its business by focusing on 15,000 accounts they knew would benefit from its global interconnect platform. They had a strong value proposition, but in order to prove it they needed the right tech and IT spend intelligence to tailor their approach. Critical pieces of the puzzle included insights into how much these accounts spent on their networks, data management, security, web services, hardware and operating systems. They also wanted to know what related hardware and software they already had installed.
With IT spend and tech install intelligence from HG Data, Equinix developed detailed account strategy plans (ASPs) it now uses to get into accounts sooner and establish larger deal sizes right from the start.