There are many systems and platforms already in the market, including some of our own data providers and data analytics providers.
However, none of these individual vendors can offer everything that we need across all geographies and sectors. Few have map layering capability, and few are likely to achieve bespoke development as nimbly as Brainnwave due to their size and approach.
Brainnwave’s proven methodology, underpinned by its intelligence platform, was selected to deliver Aggreko’s market intelligence solution (AMI) to operationalize the sales and marketing strategy by improving real-time visibility and prioritising the best customer opportunities. AMI connects and aggregates internal data with external data vendors and applies machine learning algorithms to provide business unit specific visualisations and geospatial mapping that allows fast and accurate identification of ideal customer opportunities based on predefined criteria.
Through AMI, Aggreko can now interpret multiple unrelated data sets from market data providers including Bloomberg, Fitch, EIU, Climatescope, BP, Platts, IIR and SNL into a single source of truth. The functionality allows sales and marketing teams to build a clear picture of customer opportunities across the globe, improving identification and engagement with priority opportunities. AMI further optimizes data vendor spending by identifying redundant or infrequently used licences.
AMI’s algorithms and analytical tools enable the sales teams to search, sort and rank hundreds of thousands of global opportunities based on complex criteria through simple, no-code, intuitive user interfaces. AMI amplifies the signals in the data providing new insights previously unavailable, enabling more accurate qualification, better forecasting and more effective allocation of the 600-strong global sales force to reduce sales cycles and improve revenue forecasting accuracy.
Integrating Brainnwave’s geospatial module allows Aggreko users to access analysis through map-based visualisations of data, including satellite images, to understand relationships more easily between powergrids, customer sites and Aggreko service centres. This new dimension empowered Aggreko to understand its customers in ways that were impossible before and provided management with a tool to discuss strategy on a real-time basis at a division, region or country level.
AMI was deployed in under three months, saving Aggreko many hours on research and reducing the reliance on expensive consulting engagements. AMI enables business units to access a real-time, enriched stream of intelligence, delivering significant efficiencies and transforming the sales process to improve win rates with target customer opportunities.
AMI has helped us align with new developments happening across different sectors, which helps our sales and operations team to have a proactive approach while working on opportunities.
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Users recommend solution
Increased sales efficiency and effectiveness with the ability to identify the top sales opportunities for each business vertical, division and region, leading to a 25% increase in pipeline, driving incremental revenues of $8m+p/a and delivering over 1,000%+ return on the investment made in the technology.
Efficient qualification of potential opportunities in the pipeline to bring only the most attractive opportunities to the forefront, with the most active users seeing up to 75% of their pipeline coming from AMI insights.
Competitive advantage gained from an enriched dataset using economic data, sector intelligence, market data and competitor activity. Eliminated the need for time-consuming manual data updates and bespoke market surveys, saving between 4-6 weeks of research time per market, 22,760 workforce hours and removing the reliance on expensive consultants.
De-risking GTM strategy for a new gas-flaring solution by utilizing satellite imagery and data science to identify ideal customers and locations.
Provided a real-time benefits calculation tool enabling sales teams to accurately demonstrate potential customer cost benefits, leading to improved sales cycles. Culminating in 87% of AMI users recommending the solution to colleagues.
