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Case Studies
Innovative
One of the largest providers of annuities and life insurance in the U.S. reached out to Insight with a unique big data challenge.
As part of their commitment to helping people plan, save and invest for the future, the Fortune 500 company manages $248 billion in total assets for more than two million customers. To help keep the business running, the organization relies on big data to enable data scientists and data engineers to capture key metrics and inform decision-making. The company’s actuaries also depend on this data to inform routine risk analysis and management.
A groundbreaking shift to HDInsight
Uncovering the opportunity, consistent communication between myself and the client’s VP of Enterprise data and analytics, engaging the right experts on my team led to a successful project with a ROI of into the $Ms (you'll need to read the full case study for the exact numbers!)
Out-of-the-Box Thinker
In 2020, Covid caused issues for all businesses but especially grocery retailers.
Due to the spread of the pandemic, I needed to help find a solution, for national grocery chain, that would control costs and accurately monitor temperatures to provide a safe workplace and cut down the spread of Covid.
Leveraging an IoT Temperature Monitoring solution, I found the company stakeholders (Operations, HR, IT & VP leadership), partnered with my internal engineers & developers, and presented the solution and demonstrated the value, which resulted in approximately $200K in immediate ROI but more importantly it offered the customer:
- 42K + accurate scans (as of March 2021)
- Average 121 scans per day per location (6 in total)
- 64 elevated temperatures detected that could have resulted in further spread of Covid
Collaborative
In my role as an IT Service Sales Executive, I need to rely on my team to help deliver projects.
In my experience, there has been a disconnect between sales and engineers, developers, architects & designers. Typically, it is all about what sales wanted no matter what.
As I started in the IT Service industry in 2020, I knew that to be successful, I would need my team behind me to be on the same page.
I reached out to my practice managers in Cloud, Modern Workspace, Data & AI, DevOps & Digital Transformation to setup discussions with each team to understand their challenges and interaction preferences. Additionally, I setup white-boarding sessions with each manager to focus on areas within each of my accounts to build the partnership internally and externally.
With the help and support of my team behind me, I achieved $2.3M in annual revenue in my 1st year in IT Service Sales which was a few weeks prior to the Pandemic beginning in 2020.
Customer Advocate
The US's largest independent bottler was having issues that remained un-solved for months.
After recently being promoted into the role, I was faced with an escalated situation.
I stepped in to understand what the challenge was and what had been done to resolve the issue. I shifted gears and determined that involving all parties (customer, my company, OEM, 3rd party SaaS provider) was the quickest way to resolution.
By stepping in and quickly resolving the situation, I earned the trust and demonstrated that I was there to help the customer no matter what the issue was. This resulted in growing the annual revenue from approximately $300K to over $3M and developing a promoter over a detractor.
Continuous Improvement
In 2009, I realized that the traditional methods of prospecting were not working, and I wasn't getting the necessary conversations to excel my numbers which resulted in only being 70% of target.
I began researching alternatives and followed industry and technology trends. I quickly realized that I needed to set myself apart from the tons of other calls going to decision-makers. So, I began utilizing LinkedIn to build my personal brand. I posted articles, wrote a few blog posts, joined groups, and leveraged the platform to reach out to key stakeholders.
As 2010 began, I immediately began seeing the results and I finished the year at 194% of my target and continued to average 120% YOY growth for the next several years. Realizing the impact, I approached my sales leadership with my findings and developed an internal LinkedIn training for over 160 reps in my region so we could all see an improvement in results. I was selected to be the 1st rep to pilot LinkedIn Sales Navigator, a tool I utilize to this day to reach decision makers.