The problem
Airship sells to large brands, and prospects don’t share much during a sales cycle. Reps were guessing at what each brand needed and cared about, and missing chances to connect on calls.
What changed
Scott Cervone started using Alium interviews to learn what each target brand needed and how it made decisions. Before the two companies had even signed, those interviews had sharpened Airship’s pitch for its top accounts. Airship puts the return at 5X in the first week.
The result
Pipeline doubled within 60 days, and reps now go into calls knowing why an account is interested.
Alium’s data pinpointed the exact pain points and priorities of the executive leadership team we were engaging with. This allowed us to build a business case that directly addressed the challenges they were trying to solve, ensuring our solution was positioned as an essential, strategic investment.
Scott Cervone, Enterprise Sales Director, Airship
Overall, we see Alium as a long-term partner in our growth strategy, and these next steps will help us extract even more value from the platform.
