The challenge
Find the high-potential accounts and the decision-makers most likely to convert across a global technology market.
The approach
Rania mapped decision-makers, from CTOs and CEOs to VPs, across more than 50 global technology firms. She used structured account mapping and funnel building to rank accounts, and stakeholder analysis to understand who influences a decision and who makes it.
The result was a sharper target list: fewer, better accounts, each with named people and a reason to contact them.
In B2B, a better list beats a bigger one.
