Elsevier

Insights, Personas, and Sales Plan

"As a global leader in information and analytics, Elsevier helps researchers and healthcare professionals advance science and improve health outcomes for the benefit of society. We do this by facilitating insights and critical decision-making for customers across the global research and health ecosystems. In everything we publish, we uphold the highest standards of quality and integrity. We bring that same rigor to our information analytics solutions for researchers, health professionals, institutions and funders. Elsevier employs 8,700 people worldwide. We have supported the work of our research and health partners for more than 140 years. Growing from our roots in publishing, we offer knowledge and valuable analytics that help our users make breakthroughs and drive societal progress. With the Elsevier Foundation and our external Inclusion & Diversity Advisory Board, we work in partnership with diverse stakeholders to advance inclusion and diversity in science, research and healthcare in developing countries and around the world."

Elsevier
Est employees:
12000
Industry:
information technology & services
Revenue:
2B

Insights on 

Elsevier

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

Elsevier is a renowned global leader in information analytics, dedicated to empowering researchers and healthcare professionals to advance science and enhance health outcomes for the betterment of society. With a legacy of over 140 years, the company has evolved from its roots in publishing to become a driving force behind knowledge dissemination and groundbreaking analytics solutions. Committed to upholding the highest standards of quality and integrity, Elsevier's comprehensive offerings cater to a diverse range of stakeholders across the global research and health ecosystems. By leveraging insights and enabling critical decision-making, the company contributes significantly to scientific breakthroughs and societal progress. Additionally, as part of its dedication to inclusion and diversity, Elsevier collaborates with a variety of stakeholders, including its Foundation and external Advisory Board, to promote these values in science, research, and healthcare, both internationally and in developing nations.

Market Presence

As an industry powerhouse, Elsevier exerts its influence in the information technology & services sector, offering an array of solutions designed to meet the evolving needs of researchers, health professionals, institutions, and funders. With a strong presence internationally and a solid foothold in the Netherlands, the company has established itself as a trusted partner for advancing science and healthcare worldwide. With a robust network of over 12,000 employees contributing their expertise within a diverse range of industries such as artificial intelligence, analytics, STM publishing, predictive analytics, research intelligence, clinical decision support, healthcare, science, machine learning, technology, publishing, open access, open science, health, and STEM disciplines. The company's commitment to excellence resonates through its extensive offering of knowledge and valuable analytics that drive innovation and societal progress.

Financial Insights

Elsevier sustains its operations with an annual reported revenue of $2 billion USD. Through its relentless pursuit of excellence and commitment to delivering impactful solutions to the global research and healthcare sectors, Elsevier has established itself as a formidable player in the industry. Its strategic investments in artificial intelligence (AI), analytics technologies, predictive analytics solutions, as well as research intelligence and clinical decision support tools have contributed to its sustained financial success. With unmatched expertise in providing top-quality content across various media formats such as books and journals focused on medical, dental, veterinary, nursing domains among others - Elsevier continues to drive medical education by delivering superior reference information and decision support tools for professionals worldwide.

Technological Footprint

Elsevier maintains a robust technological footprint through its utilization of leading-edge technologies such as ASP.NET, ATG Commerce, AWS SDK for JavaScript, Adobe Marketing Cloud, Google Analytics among other advanced digital platforms. Additionally, the company leverages cutting-edge tools like React Redux for web development and VueJS for creating interactive user interfaces. With a vast portfolio that encompasses technologies ranging from cloud computing platforms like Amazon SES to advertising networks such as Baidu Ads and Bing Ads - Elsevier ensures that it remains at the forefront of technological innovation in support of its mission to advance science and improve healthcare outcomes globally.

Organizational Structure

Elsevier operates with a comprehensive organizational structure that involves various sub-organizations including Atira A/S, Aureus Sciences, MEDai Healthcare Analytics (now part of LexisNexis Risk Solutions), QUOSA Clinical Intelligence (which has been integrated into Elsevier's Research Products offerings), Morgan Kaufmann Publishers (an imprint of Elsevier that focuses on computer science), Aureus Pharma (now part of Elsevier), Collexis Holdings Inc. These sub-organizations collaborate seamlessly within the larger ecosystem governed by Elsevier's meticulous leadership. With departments spanning operations, sales consulting support marketing engineering finance media_and_communication product_management business_development data_science education arts_and_design human_resources information_technology legal administrative entrepreneurship - the organization is poised for sustained growth and impact.

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.

Target Accounts

For the B2B SaaS company prospecting at Elsevier, it is crucial to identify the key decision-makers within the organization. The target accounts should include specific departments such as research and development, information technology, and healthcare professionals within the organization. Understanding the structure of the company and the individuals responsible for making purchasing decisions is essential for a successful prospecting approach. Additionally, identifying departments or teams that may have pain points related to data analysis, research intelligence, predictive analytics, and technology solutions will help in targeting the right accounts within Elsevier. It is also important to focus on accounts that align with the B2B SaaS company's ideal customer profile and have a potential need for information analytics solutions.

Prospecting Approach

The prospecting approach for Elsevier should begin with thorough research into the company's current use of information analytics solutions and technologies. This involves understanding their pain points, current challenges, and areas where the B2B SaaS company's solutions can provide value. Leveraging industry-specific data and case studies to illustrate how similar organizations have benefitted from the B2B SaaS company's offerings can be an effective approach. Utilizing a multi-channel outreach strategy that includes personalized email outreach, social media engagement via LinkedIn and Twitter, and targeted advertising can help in gaining visibility within Elsevier. Additionally, leveraging networking opportunities at industry events or online conferences where Elsevier representatives may be present can help in initiating conversations and building relationships with key stakeholders.

Engagement Strategies

Once initial contact is established, engagement strategies should focus on providing value-driven content that addresses Elsevier's specific pain points and challenges. This may include offering personalized product demonstrations or webinars tailored to their industry needs. Building a consultative approach that focuses on understanding their unique requirements and proposing customized solutions can further engage the company. Leveraging thought leadership content such as whitepapers, industry reports, and case studies related to information analytics in research & development and healthcare sectors can also demonstrate expertise and credibility. Continuous engagement through follow-up communications, nurturing leads with relevant content, and staying updated with the latest industry trends can help in maintaining a strong presence.

Company Value Propositions

The B2B SaaS company should highlight the unique value propositions that its solutions offer to Elsevier. This includes focusing on how the SaaS platform can enhance research intelligence, enable predictive analytics, streamline data analysis processes, and provide insights critical to advancing science and improving health outcomes. Emphasizing the seamless integration of the SaaS platform with existing technologies used by Elsevier can showcase efficiency gains and cost savings. Demonstrating how the platform aligns with Elsevier's commitment to upholding the highest standards of quality and integrity in information analytics solutions will resonate with the organization's core values. Highlighting success stories of other clients in the information technology & services sector can further illustrate the measurable impact of the B2B SaaS company's solutions.

Closing Tactics

When closing deals with Elsevier, it is essential to tailor the agreement to align with their specific needs and goals. Offering flexible pricing models that cater to their budgetary constraints while ensuring value for investment can be an effective tactic. Providing transparent ROI projections based on similar implementations in their industry can instill confidence in the partnership. Offering personalized support during implementation and onboarding processes can further solidify the relationship. Leveraging testimonials from satisfied customers within similar organizations or industries can act as social proof of the B2B SaaS company's ability to deliver results. Lastly, creating a sense of urgency by highlighting limited-time offers or exclusive benefits for early adopters within Elsevier can drive decision-making.

Post-Sale Plan

After closing deals with Elsevier, it is crucial to focus on delivering exceptional customer service throughout the implementation phase. Providing dedicated account management resources, regular check-ins, and ongoing training support can ensure a smooth transition for Elsevier's teams. It is important to continuously measure the impact of the SaaS platform on meeting Elsevier's goals and KPIs, providing regular performance reports to illustrate the value delivered. Cultivating long-term relationships through additional value-added services such as exclusive workshops, access to premium resources, and special events tailored for Elsevier's team members can foster loyalty and advocacy.