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From: Matthew Robinson <[email protected]>
Subject: Intelligence to Understand Key Accounts
Message-ID: <[email protected]>
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Content preview: Hi Fumiko, I’m Matthew Robinson from Cognition Solutions
and I am writing to you with details of the work we undertake with companies
like Aceite El dorado, supporting their ABM programmes by building, managin
[...]
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<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"border: 1pt none win=
dowtext; padding: 0in; font-family: Arial, Helvetica, sans-serif; font-size=
: 14px;">Hi Fumiko,</span></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"font-size: 14px;"><s=
pan style=3D"font-family: Arial, Helvetica, sans-serif;"><span style=3D"bor=
der:none windowtext 1.0pt;padding:0in;">=C2=A0</span></span></span></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";background:#FDFDFD;"><span style=3D"f=
ont-size: 14px;"><span style=3D"font-family: Arial, Helvetica, sans-serif;"=
>I=E2=80=99m=C2=A0Matthew Robinson from Cognition Solutions and I am writin=
g to you with details of the work we undertake with companies like Aceite E=
l dorado, supporting their ABM programmes by building, managing and trackin=
g key contacts within their key accounts.</span></span></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"font-size: 14px;"><s=
pan style=3D"font-family: Arial, Helvetica, sans-serif;">=C2=A0</span></spa=
n></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"font-size: 14px;"><s=
pan style=3D"font-family: Arial, Helvetica, sans-serif;">I was keen to conn=
ect to let you know about a new, innovative way we=E2=80=99ve developed of =
taking that work a step further and in-so-doing, enabling sales and marketi=
ng teams to reach a broader group of influencers and decision makers and ul=
timately help maximize the potential from key accounts and shorten the sale=
s cycle. We call it =E2=80=98<strong>Sphere of Influence Mapping=E2=80=99 (=
SOI).</strong></span></span></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"font-size: 14px;"><s=
pan style=3D"font-family: Arial, Helvetica, sans-serif;"><strong>=C2=A0</st=
rong></span></span></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"font-size: 14px;"><s=
pan style=3D"font-family: Arial, Helvetica, sans-serif;">Outlined below is =
a snapshot of some of how some of client journeys began:</span></span></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"font-size: 14px;"><s=
pan style=3D"font-family: Arial, Helvetica, sans-serif;">=C2=A0</span></spa=
n></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"font-size: 14px;"><s=
pan style=3D"font-family: Arial, Helvetica, sans-serif;">- <em>We derive 80=
% of our revenue from 16 key accounts and we need to quickly understand the=
new corporate structures so that we can renew the accounts, protect revenu=
e and introduce new products that align with our clients=E2=80=99 changing =
objectives</em></span></span></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"font-size: 14px;"><s=
pan style=3D"font-family: Arial, Helvetica, sans-serif;">- <em>How do we mo=
re effectively leverage existing relationships? =C2=A0What is the shortest =
journey to being embedded within the new DMUs?</em></span></span></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"font-size: 14px;"><s=
pan style=3D"font-family: Arial, Helvetica, sans-serif;">- <em>Who makes in=
vestment decisions within our target accounts aligned with the asset classe=
s?</em></span></span></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"font-size: 14px;"><s=
pan style=3D"font-family: Arial, Helvetica, sans-serif;">- <em>We have a fa=
ntastic story to tell, but we are struggling to leverage the client champio=
ns</em></span></span></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"font-size: 14px;"><s=
pan style=3D"font-family: Arial, Helvetica, sans-serif;">- <em>We struggle =
to track and act upon personnel changes</em></span></span></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"font-size: 14px;"><s=
pan style=3D"font-family: Arial, Helvetica, sans-serif;">- <em>The sales te=
am requires, on an on-going basis, reasons to connect with the key stakehol=
ders at our key accounts</em></span></span></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"font-size: 14px;"><s=
pan style=3D"font-family: Arial, Helvetica, sans-serif;"><strong>=C2=A0</st=
rong></span></span></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"font-size: 14px;"><s=
pan style=3D"font-family: Arial, Helvetica, sans-serif;">In essence, SOI ma=
ps extends the key account research and monitoring process beyond the prima=
ry contacts, to understand who else operates in, and influences their world=
and we extend the contact build to include these contacts and map the enti=
re organization accordingly. Please=C2=A0<a href=3D"http://labs.cognition-s=
olutions.com/r/597d64186052b96dff1b3b312?ct=3DYTo1OntzOjY6InNvdXJjZSI7YToyO=
ntpOjA7czoxNDoiY2FtcGFpZ24uZXZlbnQiO2k6MTtpOjg2OTI7fXM6NToiZW1haWwiO2k6Mjk4=
NDtzOjQ6InN0YXQiO3M6MjI6IjYxNGQ2NmU2YzQwZDU3MjM3NjQ3MTUiO3M6NDoibGVhZCI7aTo=
zMTQ0MDQ5O3M6NzoiY2hhbm5lbCI7YToxOntzOjU6ImVtYWlsIjtpOjI5ODQ7fX0%3D&">view<=
/a> an example of such a map.</span></span></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"font-size: 14px;"><s=
pan style=3D"font-family: Arial, Helvetica, sans-serif;">=C2=A0</span></spa=
n></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"font-size: 14px;"><s=
pan style=3D"font-family: Arial, Helvetica, sans-serif;">We rely on wide ra=
nge of inputs to help =E2=80=98<em>join-the-dots=E2=80=99=C2=A0</em>and cre=
ate the map and these include:</span></span></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"font-size: 14px;"><s=
pan style=3D"font-family: Arial, Helvetica, sans-serif;">=C2=A0</span></spa=
n></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"font-size: 14px;"><s=
pan style=3D"font-family: Arial, Helvetica, sans-serif;">- Social Media lis=
tening =E2=80=93 monitoring =E2=80=98chatter=E2=80=99 and more formal excha=
nges around key topics and people references</span></span></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"font-size: 14px;"><s=
pan style=3D"font-family: Arial, Helvetica, sans-serif;">- Alma mater / gro=
ups part of</span></span></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"font-size: 14px;"><s=
pan style=3D"font-family: Arial, Helvetica, sans-serif;">- Previous job rol=
es and tenure in previous roles and past companies</span></span></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"font-size: 14px;"><s=
pan style=3D"font-family: Arial, Helvetica, sans-serif;">=C2=A0</span></spa=
n></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"font-family: Arial, =
Helvetica, sans-serif; font-size: 14px;">To establish the value this servic=
e might be able to bring to your own sales and marketing activity, we=E2=80=
=99d be very happy to build-out an SOI map for one of your own key accounts=
. If this is of interest, we would want to schedule a short briefing call w=
ith you - my availability over the next week or so is as follows:</span></s=
pan></p>
<ul style=3D"list-style-type: disc;">
<li><span style=3D"font-size: 14px;"><span style=3D"font-family: Arial,=
Helvetica, sans-serif;">Wednesday, 06-Oct <span style=3D"color:black;">- 1=
0:00 AM; 11:30 AM; 01:00 PM or 04:00 PM CET</span></span></span></li>
<li><span style=3D"font-size: 14px;"><span style=3D"font-family: Arial,=
Helvetica, sans-serif;">Thursday, 07-Oct <span style=3D"color:black;">- 10=
:00 AM; 11:30 AM; 01:00 PM or 04:00 PM CET</span></span></span></li>
<li><span style=3D"font-size: 14px;"><span style=3D"font-family: Arial,=
Helvetica, sans-serif;">Tuesday, 12-Oct<span style=3D"color:black;">=C2=A0=
- 10:00 AM; 11:00 AM or 02:00 PM CET</span>=C2=A0</span></span></li>
</ul>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"font-size: 14px;"><s=
pan style=3D"font-family: Arial, Helvetica, sans-serif;">If none of these s=
lots work, you can=C2=A0<a href=3D"http://labs.cognition-solutions.com/r/aa=
8024a928149e9c3193f803e?ct=3DYTo1OntzOjY6InNvdXJjZSI7YToyOntpOjA7czoxNDoiY2=
FtcGFpZ24uZXZlbnQiO2k6MTtpOjg2OTI7fXM6NToiZW1haWwiO2k6Mjk4NDtzOjQ6InN0YXQiO=
3M6MjI6IjYxNGQ2NmU2YzQwZDU3MjM3NjQ3MTUiO3M6NDoibGVhZCI7aTozMTQ0MDQ5O3M6Nzoi=
Y2hhbm5lbCI7YToxOntzOjU6ImVtYWlsIjtpOjI5ODQ7fX0%3D&"><strong>schedule a mee=
ting</strong></a><strong>=C2=A0</strong>based on your availability.</span><=
/span></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"font-size: 14px;"><s=
pan style=3D"font-family: Arial, Helvetica, sans-serif;">=C2=A0</span></spa=
n></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"font-size: 14px;"><s=
pan style=3D"font-family: Arial, Helvetica, sans-serif;">I also thought it =
would be useful to connect with you via LinkedIn:=C2=A0<a href=3D"http://la=
bs.cognition-solutions.com/r/cb3eb75581d2d9143bec70343?ct=3DYTo1OntzOjY6InN=
vdXJjZSI7YToyOntpOjA7czoxNDoiY2FtcGFpZ24uZXZlbnQiO2k6MTtpOjg2OTI7fXM6NToiZW=
1haWwiO2k6Mjk4NDtzOjQ6InN0YXQiO3M6MjI6IjYxNGQ2NmU2YzQwZDU3MjM3NjQ3MTUiO3M6N=
DoibGVhZCI7aTozMTQ0MDQ5O3M6NzoiY2hhbm5lbCI7YToxOntzOjU6ImVtYWlsIjtpOjI5ODQ7=
fX0%3D&">https://www.linkedin.com/in/matthew-robinson-541281b/</a>=C2=A0</s=
pan></span></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"font-size: 14px;"><s=
pan style=3D"font-family: Arial, Helvetica, sans-serif;"><span style=3D"col=
or:black;">=C2=A0</span></span></span></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"font-size: 14px;"><s=
pan style=3D"font-family: Arial, Helvetica, sans-serif;"><span style=3D"col=
or:black;">I hope this is of interest and I look forward to hearing back<em=
>.</em></span></span></span></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"font-size: 14px;"><s=
pan style=3D"font-family: Arial, Helvetica, sans-serif;">=C2=A0</span></spa=
n></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"font-family: Arial, =
Helvetica, sans-serif; font-size: 14px;">Kind regards,</span></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"border:none windowte=
xt 1.0pt;padding:0in;">=C2=A0</span></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><strong><span style=3D"font-family:=
"Calibri","sans-serif";color:#4B4B55;">Matthew Robinson=
</span></strong></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"font-family:"Ca=
libri","sans-serif";color:#4B4B55;">Commercial Director</spa=
n></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><span style=3D"font-size:13px;font-=
family:"Calibri","sans-serif";color:black;">+44 79 3955=
5447</span></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><a href=3D"http://labs.cognition-so=
lutions.com/r/dfb858a5c90bfc9848d45fac5?ct=3DYTo1OntzOjY6InNvdXJjZSI7YToyOn=
tpOjA7czoxNDoiY2FtcGFpZ24uZXZlbnQiO2k6MTtpOjg2OTI7fXM6NToiZW1haWwiO2k6Mjk4N=
DtzOjQ6InN0YXQiO3M6MjI6IjYxNGQ2NmU2YzQwZDU3MjM3NjQ3MTUiO3M6NDoibGVhZCI7aToz=
MTQ0MDQ5O3M6NzoiY2hhbm5lbCI7YToxOntzOjU6ImVtYWlsIjtpOjI5ODQ7fX0%3D&" title=
=3D"http://www.cognition-solutions.com"><span style=3D"font-size:13px;font-=
family:"Calibri","sans-serif";">www.cognition-solutions=
.com</span></a></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px;font-family:&qu=
ot;Arial","sans-serif";"><strong><span style=3D"font-size:13=
px;font-family:"Calibri","sans-serif";color:#4B4B55;"><=
img width=3D"327" src=3D"https://labs.cognition-solutions.com/media/images/=
cognitions_logo.png" alt=3D"cid:[email protected]" /></span></=
strong></p>
<table style=3D"border: none;border-collapse:collapse;">
<tbody>
<tr>
<td style=3D"width:120.7pt;border:solid white 1.0pt;padding:0in=
5.65pt 0in 5.65pt;height:42.05pt;">
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px=
;font-family:"Arial","sans-serif";line-height:12.65pt;"=
><strong><span style=3D"font-size:13px;font-family:"Calibri",&quo=
t;sans-serif";color:#4B4B55;">United States =C2=A0</span></strong></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px=
;font-family:"Arial","sans-serif";line-height:12.65pt;"=
><span style=3D"font-size:13px;font-family:"Calibri","sans-s=
erif";color:#4B4B55;">55 Madison Avenue</span></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px=
;font-family:"Arial","sans-serif";line-height:12.65pt;"=
><span style=3D"font-size:13px;font-family:"Calibri","sans-s=
erif";color:#4B4B55;">Suite 400 =C2=A0</span></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px=
;font-family:"Arial","sans-serif";line-height:12.65pt;"=
><span style=3D"font-size:13px;font-family:"Calibri","sans-s=
erif";color:#4B4B55;">Morristown, NJ, 07960 =C2=A0=C2=A0</span></p>
</td>
<td style=3D"width:163.85pt;border:solid white 1.0pt;border-lef=
t: none;padding:0in 5.65pt 0in 5.65pt;height:42.05pt;">
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px=
;font-family:"Arial","sans-serif";line-height:12.65pt;"=
><strong><span style=3D"font-size:13px;font-family:"Calibri",&quo=
t;sans-serif";color:#4B4B55;">India</span></strong></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px=
;font-family:"Arial","sans-serif";line-height:12.65pt;"=
><span style=3D"font-size:13px;font-family:"Calibri","sans-s=
erif";color:#4B4B55;">Sector 3, Building # 4</span></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px=
;font-family:"Arial","sans-serif";line-height:12.65pt;"=
><span style=3D"font-size:13px;font-family:"Calibri","sans-s=
erif";color:#4B4B55;">Millennium Business Park</span></p>
<p style=3D"margin:0in;margin-bottom:.0001pt;font-size:14px=
;font-family:"Arial","sans-serif";line-height:12.65pt;"=
><span style=3D"font-size:13px;font-family:"Calibri","sans-s=
erif";color:#4B4B55;">Mahape,=C2=A0Navi Mumbai 400710</span><span styl=
e=3D"'font-size:13px;font-family:">=C2=A0</span></p>
</td>
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