As a startup, Tegile, a Western Digital brand, needed technology installation data (technographics) on its prospects because its incumbent competitors had decades-long, dedicated customers, who would only consider a startup if it met a technological need that the incumbent could not. Technographics helped Tegile identify and maintain a laser focus on the companies who were best served by their solutions, namely organizations with a technological need for hybrid or all flash across multiple protocols.
Now that Tegile is part of Western Digital, they can have have a conversation with anyone, but technographics is still a key part of their outreach strategy. Today, Tegile’s challenges are to close opportunities faster and to sell into higher-yield accounts. Seamlessly integrating technographic data into Salesforce so that it’s available for target market assessments, competitor and alliance reports, SDR pitches, and more, is a key part of that strategy.