The same signal means different things by industry
A new CIO, a hiring spree or a funding round can mean opposite things in different industries. How to read a signal in the context of the business.
3 min read
Blog
Signals
Posts on signals for services firms selling $50K to $500K engagements.
Interim leaders and how to approach them
An interim leader isn't a new-leader signal in the usual sense. What an interim title tells you, what they can buy and how to open with them.
3 min readExecutive departures that open doors
An executive leaving can open an account as wide as a new hire arriving. Which departures matter, what to watch next and how to open.
3 min readThe account that went quiet
When a busy account stops producing signals, the silence means something. Here's how to read a quiet account, when to wait and when to write anyway.
3 min readHow to rank signals for your offer
A general signal ranking is a starting point. Here's how to reorder buying signals around what your services firm sells and who buys it.
3 min readSignals at mid-market companies with no filings
Mid-market companies don't file 10-Ks, but they still leave signals. Here's where to look when the public record is thin and how to read it.
3 min readFinding signals at private companies
Where to find buying signals at private companies with no SEC filings, from job posts and leadership moves to local news, tenders and owners' own words.
3 min readWhy last quarter's news is worth less
Buying signals lose weight with age. Here's why a fresh signal beats an old one, how to discount stale news, and when an old signal still counts.
4 min readSignals that look good and aren't
The buying signals that look promising to a services seller and usually aren't, and the quick checks that separate a real opening from noise.
3 min readSignal stacking. When three beats one
Why three buying signals stacked at one account in the same few weeks beat one strong signal alone, and how to weigh and age them sensibly.
3 min readLicense renewal timing as a signal
How to read when a company's major software license is up for renewal, and why that window is a strong moment for services work around the platform.
3 min readCloud contract renewals you can see coming
How to spot a company's cloud contract renewal before it happens using filings, job posts and leadership changes, and pitch the cost work around it.
3 min readRFPs. When to bid and when to walk.
An RFP is the strongest buying signal there is and the one most likely to waste a month. Here's how to decide when to bid and when to walk away.
3 min readThe signals before an ERP migration
The buying signals that show up months before a company starts an ERP migration, and how a services firm reads them to get in before the RFP.
3 min readProduct launches and the services work behind them
Why a product launch announcement points to services work a firm can win, which signals around it matter, and how to time an opener to the cleanup.
3 min readNew market entry as a buying signal
When a company enters a new market, region or segment, it needs capacity it doesn't have. How to spot the move early and who to write to about it.
3 min readOffice closures and consolidation signals
Office closures and site consolidations create services work in IT, finance and shared services. How to read the signal and who to write to.
3 min readGuidance cuts and what they mean for vendors
A guidance cut freezes some services budgets and opens others. How to read the cut, who's under pressure afterward, and what to say to them.
3 min read