Better contacts for a complex portfolio of software products.
The challenge
BearingPoint is a management and technology consultancy with a growing portfolio of software solutions. Those products serve different industries and buyer roles, so a single prospecting list would not work. Its teams needed a scalable way to find decision-makers at both enterprise and midsized accounts while meeting European data requirements.
The approach
A published interview with BearingPoint's Head of Sales describes a repeatable workflow for finding appropriate decision-makers. Teams define the right ICP for each software solution, prioritize a small number of accounts, then find validated contact information to support outreach.
- Segment by use case: select accounts and decision-makers based on the specific product, industry and role.
- Research priority accounts: reps reportedly shortlist three to five priority accounts each week and research stakeholders.
- Improve reachable data: use verified contact details and coordinate that work with existing sales processes.
Prospecting quality depends on both who qualifies and how confidently you can reach them. Data coverage alone is not a substitute for ICP fit.
What Aarambha takes from this example
This is a useful model for IT services and software companies selling multiple offerings. Aarambha's research-and-qualification-first philosophy shares the focus on structured buyer selection, but the results described here belong to BearingPoint, not Aarambha.