AWS sales team taps Organimi org charts for account planning and quarterly reviews.

Organimi org charts a valuable account planning tool for AWS sales team.

See how Organimi helped advance AWS’ sales process and helped them have more flexibility while mapping out their accounts. 

Overview

Amazon Web Services (AWS) provides businesses with access to computing resources to deliver faster results at a lower cost. The world’s most broadly adopted cloud platform, AWS offers over 175 fully-featured services globally.

Richard Brown leads a team of AWS sales professionals in the northeastern United States, managing several large enterprise financial industry accounts. He needed a means to easily create and maintain customer org charts for account planning and executive reviews.

Business Challenge

Selling to major accounts requires collaboration across many groups — sales, engineering, product marketing, and executive sponsors. Sales teams need to develop deep insights into their customers’ organizations and effectively share those insights. 

Like many sales professionals, Brown used detailed org charts for that purpose. He needed a tool that made creating, updating, and sharing charts simple — but it had to be powerful enough to capture a wide range of customer information in a flexible format. The org chart solution also had to be cloud-based, allowing mobile salespeople to access charts and make updates from anywhere. 

Brown used the company’s existing tools to create customer maps, but quickly found they had limits. “I just didn’t find them intuitive,” he says. “So, I gave up on them pretty quickly.”

Solution

Brown had used Organimi at his previous company to create customer org charts. “A colleague introduced me to Organimi,” he explains. “He was very enthusiastic about it, and he was right. I just found it to be a better tool.”

Brown quickly learned that Organimi was also an excellent fit for his requirements at AWS. “I can create that first contact, then add more by just branching out above, below, or to the side of it,” he says. “With most other tools, building charts is much more cumbersome.” 

Organimi’s ability to import and link to contact data from multiple external sources was also a hit with Brown. “Organimi lets me connect with publicly available sources like LinkedIn,” says Brown. “It makes it easy to construct and scale an org chart from scratch.”

With Organimi, Brown and his extended team share a single view to the customer with the most updated information — they don’t have to worry about distributing outdated org charts.

Benefits

Using Organimi helps Brown quarterback complex sales initiatives within his accounts. Providing updated, detailed org charts to all stakeholders improves collaboration and team performance — and ultimately advances the sales process.

Brown also finds the Organimi charts invaluable when leading sales reviews or presenting to his executive team. “I always use Organimi for my quarterly business reviews,” he explains. “It’s an easy way to show the progress we’ve made in mapping an account.”

Having used Organimi successfully in two roles, Brown is eager to learn about new features and upcoming enhancements to Organimi’s user interface. For the moment, however, he’s pleased with how the tool supports his business. “Organimi is just superior when it comes to ease of use,” he says. “It helps you to capture the information you need, then quickly move on.”

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