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Insights, Personas, and Sales Plan


"Cohesity is a leading information technology and services company specializing in data storage, backup, recovery, analytics, and protection, providing cutting-edge solutions for businesses to effectively manage, secure, and gain valuable insights from their data across various systems and cloud platforms."
Est. Employees:
information technology & services
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Insights on


Knowing about the company you want to prospect into is important. Here's some information about the company, written by a sales analyst.
## Company Overview Cohesity is an American privately held information technology company, headquartered in San Jose, California, with offices in India and Ireland. The company is dedicated to revolutionizing how organizations secure and manage their data while unveiling limitless value. Cohesity provides hyperconverged secondary storage for backups, test/dev, file services, and analytics use cases. The company is known for its team of passionate individuals, boasting employees from renowned companies such as Google, Nutanix, Riverbed, VMware, Netflix, and others, all operating in the heart of Silicon Valley. Established publicly in June 2015, Cohesity introduced a platform designed to consolidate and manage secondary data. A few months later, in October, the company then publicly launched its data management products, known as DataPlatform and DataProtect. ## Accomplishments and Events Cohesity was named on the Forbes 2021 Cloud 100, a definitive ranking of the top 100 private cloud companies in the world, published by Forbes in partnership with Bessemer Venture Partners and Salesforce Ventures. This accolade establishes Cohesity as one of the top-tier players in the cloud computing space. Furthermore, Cohesity is proactive in hosting events to engage with its user base, as seen with its inaugural user conference, Cohesity Connect. This was a global, virtual event that gave attendees around the world the chance to gain insights into the latest trends and innovations in next-gen data management. ## Products and Services At its core, Cohesity gives clients data security and data management. They're equipped in defending against ransomware with an immutable backup, AI-based early threat detection, and rapid data recovery. The company also offers a Ransomware Resilience Workshop designed to simulate a live ransomware attack. The participants adopt the persona of a C-level decision-maker placed in the heart of ‘mission control’ of a fictional company, with the intent of teaching them how to limit the business impact of an attack as it unfolds. Despite being moderately young in the industry, Cohesity has developed software that allows IT professionals to back up, manage, and gain insights from their data across multiple systems or cloud providers. This positions Cohesity at the vanguard of IT services, data security, and data management.

Company Description

AT&T is a titan in the telecommunications industry, recognized for its extensive range of services that spans mobile, information technology, and wireless services. The company commands a vast workforce, operating with an estimated 227,000 employees.

AT&T is fundamentally a technology company, engaging in the provision of a diversified array of telecommunication services under the AT&T brand. Its services include wireless voice and data communications services, video and broadband internet services, local and long-distance telephone services, and telecom equipment for sale to its customers.

AT&T's brand is a household name in telecommunications. Some of the key services that place AT&T on the global front line include Uverse, an integrated digital TV, high-speed internet, and voice services. The company is also recognized for enterprise applications, which offer a myriad of services to businesses to streamline their operations and increase productivity and efficiency. Additionally, AT&T continues to dominate the wireless industry through its sales of mobile phones and accessories.

The company's technological advent doesn't stop at mobile technology services: AT&T also offers managed hosting solutions. This service provides companies with an IT infrastructure that is maintained, monitored, and updated by AT&T's dedicated team. The service allows companies to focus on growing their business by offloading the day-to-day management of their IT infrastructure to AT&T.

AT&T has also established a virtual shopping platform on its website. The platform enables customers to explore and shop for a range of products and services, which include AT&T wireless plans and AT&T Internet services, including AT&T Fiber. The shopping platform further allows customers to shop for mobile phones and accessories to complement their AT&T subscriptions.

AT&T's presence in the business sector is equally significant. In this arena, AT&T offers business phones, data plans, Internet of Things (IoT), Internet, and Networking services. These services are designed to suit the specific needs of businesses, allowing them to remain competitive in the current digital era.

With its diversity of services and solutions that span individual consumers to large business entities, AT&T continues to solidify its position as a leader in the telecommunications industry.

Team Personas

Broken down by department, these sales insights include head counts, potential pain points, email templates, and a "how to win" plan for selling to this department.

Sales plan

Want to know more about how to sell into this company? Well, we've got you covered with a basic sales plan that gives you all that you need to know to get started selling to this organization.
# I. Executive Summary The task involves creating a sales plan for a prospective B2B SaaS company intending to provide services for Cohesity. This company specializes in data management across multiple systems or cloud providers. The primary pain points of the prospect involve data management and protection, cyber security, integration issues with legacy systems, customizable configurations, and talent acquisition. # II. Prospecting ## Company Profile - **Company Name:** Cohesity - **Website:** []( - **Industry:** Information Technology & Services - **Keywords:** Storage, Information Technology, Backup, Recovery, Analytics, Test/Dev, Distributed Systems, Data Protection, Startups, Software, Hybrid Cloud, Cloud, Multicloud, Data Recovery, Data Infrastructure, Data Center, Data Management, Digital Transformation, Cloud Computing, Disaster Recovery, IT, Data, Security, Business Continuity - **Number of Employees:** 2300 # III. Value Proposition The SaaS provider can offer pivotal services addressing the potential pain points of Cohesity such as: - Enhanced data management solutions that integrate and analyze data streams across complex IT environments - Updated and robust data security solutions to tackle evolving cyber threats - Services to ensure seamless integration with existing or legacy systems - Customization and flexibility in product offerings for varied business requirements - HR and talent acquisition solutions tailored to IT and data management industry # IV. Building Relationships Building relationships with Cohesity will require understanding their business and offering solutions that cater to their needs. Regular engagements through forums, conferences, and email communications can foster relationships. # V. Sales Strategies Initial outreach should focus on understanding Cohesity’s specific challenges and presenting tailored solutions that address them. Subsequently, detailed presentations and demos focusing on the SaaS services, their usability and efficiency in problem-solving will strengthen the selling proposition. # VI. Conclusion and Next Steps The next steps entail reaching out to Cohesity and initiating conversations around their potential pain points and how the SaaS product can offer solutions. A detailed presentation demonstrating the strengths of the SaaS product and its alignment with Cohesity’s needs is an effective strategy. # References - [Cohesity | Company, Partnerships, and Accolades]( - [Cohesity - Crunchbase Company Profile & Funding]( - [Cohesity | A leader in AI-powered data security and management]( - [Cohesity | LinkedIn]( - [Cohesity - Wikipedia](

Sales Plan Template

Company Overview

Company Name: AT&T


Industry: Telecommunications, Consumer Electronics, Wireless

Number of Employees: 227000

Notable Services: Mobile, Information Technology, Wireless Services, Uverse, Enterprise Applications, Managed Hosting Solutions

Products: Mobile Phones, Mobile Phone Accessories

Identify Sales Priorities

  1. Retaining and Attracting Customers - Assist AT&T with maintaining the cutting-edge services to attract new and retain existing customers by adapting to emerging technologies (5G, IoT).
  2. Strengthen Customer Experience - Support AT&T in providing an exceptional customer journey to face increasing competition in the telecom market.
  3. Streamlining Business Portfolio - Help AT&T manage their wide range of services and products, boosting efficiencies and promoting consistent brand across all sectors.
  4. Facilitating Cross-sector Coordination - Assist in better operational alignment across multiple sectors of AT&T's operation to prevent strategic misalignments, operational inefficiencies, or duplicated efforts.
  5. Strengthening Brand Identity - Support AT&T in creating a unique and consistent brand value to stand out amidst the crowded telecom market.

Develop Targeted Messaging

For effective prospecting, employ targeted messaging tailored to address AT&T's identified pain points.

Sample Messaging:

  1. Boost Customer Retention - "Our SaaS solutions can help you leverage latest tech advancements, making your services future-proof and more appealing to the modern customer".
  2. Enhance Customer Experience - "Offer a seamless and personalized customer journey with our AI-driven customer service platform".
  3. Streamline Portfolio - "Simplify the management of your wide product/service portfolio with our central enterprise management system".
  4. Cross-sector Coordination - "Enhance cross-sector communication and strategy with our unified platform, eliminating duplications and operational inefficiencies".
  5. Brand Identity - "Create a unified, memorable brand experience across all services with our tailored branding solutions".

Set Sales Goals

Define the monthly, quarterly, and annual goals for prospecting into AT&T. These goals could be number of meetings scheduled, proposals sent, deals closed etc.

  • Monthly Goal: Initiate contact and secure an exploratory meeting
  • Quarterly Goal: Submit a tailored proposal
  • Annual Goal: Close a deal with AT&T

Identify Key Decision-Makers

Identify key stakeholders in AT&T based on their public profiles, press releases, and information on their official website who will be involved in making the buying decision.

Plan Contact Strategy

Decide on the sales channels and the frequency of communication to effectively engage with prospective clients at AT&T.

Follow-up & nurture strategy

Develop a consistent follow-up and nurture strategy to keep the prospective clients engaged and maintain contact until the deal is closed.

Measure Performance

Track each milestone achieved in reaching the sales goal, including number of meetings scheduled, proposals submitted etc., to measure performance. This helps in refining the strategy over time.