Go-to-customer approach and execution platform
Philosophy
At Polaris I/O, we believe that enterprise accounts represent markets in and of themselves
The amount of spending is so vast in these large organizations, an account team could spend a lifetime, and often do, mining new opportunities for growth every day.
Enterprise accounts often reflect the “80/20 rule” for most companies and in the fact that 80% of revenue and margin come from less than 20% of customers.
At Polaris I/O, we are on a mission to modernize how companies “go to customer” to achieve outsized growth yields efficiently through productivity gains, deal engineering, orchestration across disparate silos as well as optimal alignment of capabilities, resources and value… all in a collaborative environment.
Holistic approach
Our applications span the full growth lifecycle for enterprise accounts from growth opportunity identification through modernized shared digital collaboration with customers.
Data-driven
Our applications run on deep reservoirs of data collected from 100s of external and internal sources to provide a continuous stream of knowledge and insights.
AI-enabled
The platform is engineered specifically to provide automated analysis, predictions, and recommendations so you can enhance win rates.
Hands-on
We proactively collaborate with account teams daily, identifying actionable growth opportunities and developing effective cross-sell and upsell programs.
From the ceo
The founding concept
Polaris I/O was founded based on decades of experience in observing the gap between the vast growth opportunities that exist at enterprise accounts and the tools available to account teams to mine these opportunities. The sheer expanse of these enterprise accounts and the volume and frequency of shifting customer needs outpace the ability of teams to keep up and stay relevant and timely day to day with customers. Add to this complexity internal fragmentation across products lines, departments, capabilities and people – it’s virtually impossible to quickly orchestrate cohesive solutions to customer problems.
A modern approach is needed to overcome the constraints of highly manual online research, Powerpoint, Excel, and email driven toolkits account teams rely on to manage extensive and complex growth initiatives and account relationships. Creating a systematic and automated approach to identifying customer expressed needs and aligning insights, relationships, goals, capabilities, resources value propositions through to achieved desired outcomes on a sustainable long-term basis is foundational to commercial success with enterprise accounts – the customers that matter the most.
This is what Polaris I/O is designed to do for commercial teams to achieve their growth and retention goals and assignments in a much more efficient, insight driven and collaborative way.
Dave Irwin
Founder + CEO of Polaris I/O
Dave has 30 years of experience in B2B as President, GM, CMO, and CSO. He is recognized as an AI, marketing, and sales enablement expert. He is also a growth leader with a strong history of innovation.
A rich history and deep expertise in data and analytics-driven sales and marketing systems, as well as applications and digital experiences.
Data + AI-driven analytics
It all starts with actionable account insights derived from broad and extensive public and private research that is automated and cataloged for easy activation. We gather and structure comprehensive information from various sources related to key accounts. Our process involves tailoring search criteria, applying source filters, summarizing data, and facilitating seamless sharing and notifications for teams. This enables teams to collaborate continuously, synthesizing insights and identifying new growth opportunities in an ongoing manner.
Technology
Our platform harnesses the power of advanced cloud computing capabilities with shared and private cloud options, and state of the art AI and BI tools embedded in our applications to drive a high degree of automation, productivity, speed, information sharing, collaboration, and a workflow with fewer steps. Working together, we’ll create an account interface that optimizes workflows for both your internal staff and external partners, leveraging AI technology to reduce manual tasks and improve efficiency.
Integrations
Polaris I/O connects via existing APIs to key applications you currently have as part of your workflow. Polaris I/O updates and enhances other systems with custom fields and external data that add value and increase coverage and accuracy including new pipeline opportunities, stakeholder changes, status updates, changes in field values, and keeps multiple systems in sync and updated.
Certification Program
Master the go-to-customer methodology
Solving account business problems requires a different mindset and approach when it comes to aligning thought leadership, insights, approach and value to key stakeholders involved. Polaris I/O helps account teams work backwards from how executive buyers think, how they make decisions, what they want to see, how they value solutions that address critical needs and priorities. Even how they created funded initiatives that businesses can connect to win a high value opportunity.
Partnerships
We strive to work with partners that can leverage our platform to improve their clients’ performance and capabilities. From big consulting firm partners to OEM and smaller boutique firms, Polaris I/O works with leading companies that offer CRM and Account Management strategy practices where we can help execute more efficient approaches to growth.
The Technology & Services Industry Association (TSIA) is the world's leading research organization dedicated to helping technology companies achieve profitable growth and solve their top business challenges.
The Strategic Account Management Association (SAMA) has developed its proven approaches to successful SAM implementation through decades of benchmarking with the world’s foremost practitioners of strategic customer management.
Investors
Polaris I/O works with an extensive range of private investors who are business leaders that know the modernized approach we take to addressing what is now extremely manual and ripe for automation is market leading for the enterprise sector.
I am very pleased with what we’re seeing both in terms of pipeline growth organizational movement.CRO, Global Media Measurement Firm
Polaris I/O offers superior contact information and insights compared to Salesforce.com and the consolidated view of relationships to enable immediate, informed actions goes beyond mere data collection.Senior Account Executive, Global Financial Services Company
We value your platform because it centralizes all this information. Often my team may or may not know who is involved and in what roles, but I have to know, so I value the validation and the new information provided.Chief Revenue Officer, Major Media Company
I understand where Polaris I/O fits and am not aware of anything else in the marketplace that does this. It fits well for our top 250 accounts.Vice President, Customer Engineering, Global Cloud Storage Technology Firm
Polaris I/O is not just a practitioner in customer-focused sales/marketing consulting, they bring true original thinking to the craft, giving their customers an opportunity to turn their sales and marketing into true competitive differentiators.VP Product Marketing, $2B Enterprise Software Firm