Equinix Uses IT Tech and Spend Intelligence to Achieve Aggressive Sales Growth

CHALLENGE

Equinix needed to aggressively grow its business by focusing on 15,000 target accounts that would benefit from its globally interconnected platform. They had a strong value proposition but needed critical technology intelligence and IT Spend information to tailor their approach — including insights into how much the accounts spend on their networks, data management, security, web services, hardware, and operating systems. Equinix also wanted to know what related hardware and software their target accounts already had installed, and what complementary or displacing solutions they could provide.

SOLUTION

With IT Spend and Tech Install intelligence from HG Insights, Equinix developed the detailed account strategy plans (ASPs) they still use to interact with accounts faster and establish larger deal sizes right from the start.

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Equinix Uses IT Tech and Spend Intelligence to Achieve Aggressive Sales Growth