SOURCE: Hoover's


September 27, 2011 13:54 ET

Hoover's Spotlight Reports™ Equip IT Sales Pros to Engage Elusive Tech Buyers

New B2B Reports Reveal IT Leadership, Operations and Technology Details of Fortune 1000 Companies

AUSTIN, TX--(Marketwire - Sep 27, 2011) - Hoover's, Inc., a D&B (NYSE: DNB) company, today launched Hoover's Spotlight Reports™ on IT, a collection of dossiers on Fortune 1000 companies designed to help sales professionals quickly identify qualified prospects, navigate complex IT organizations and deliver compelling value propositions.

Hoover's Spotlight Reports on IT eliminate the need for sales pros to consolidate research on potential customers from disparate sources, including different features and content within Hoover's massive online database. The reports, which also include exclusive editorial content, place all relevant information in one place, making it easier for sales pros to quickly identify key contacts and prepare for sales calls/meetings.

"Selling into the IT departments of America's largest companies is an uphill battle for most vendors, who must prove their value immediately or get lost in the shuffle," said Lucas Rotondo, product marketing manager at Hoover's. "Good technology is fairly easy to come by, but a sales rep who can function as a trusted advisor is a rare find. That's why it's important to know specific details about a company, such as the technology it has -- or lacks -- right out of the gate. It puts sales reps on a fast track to an advisor role."

Research shows that B2B sales pros are generally ill-equipped to deal with tech buyers. According to a study by the Information Technology Services Marketing Association (ITSMA), only nine percent of business and technology decision makers involved in IT purchases say their vendors bring them thoughtful, relevant ideas about solving their problems.

To improve sales pros' preparation for tech buyer interactions, Hoover's Spotlight Reports on IT incorporate a variety of data points, including:

  • Company record
  • Information technology highlights
  • Major subsidiaries and locations
  • Industry information
  • IT executive bios and IT/corporate contacts
  • IT commentary (e.g., strategy, operations, etc.)
  • Recent company/industry news
  • Conversation starters

Hoover's currently offers more than 500 Spotlight Reports on IT, which are available as an add-on for Hoover's subscribers or can be purchased individually by searching Hoover's Reports page.

"The way B2B vendors engage with customers is far more impactful than the solution they're selling; if all you have is marketing hype, you're not going to make a tech buyer's short list," Rotondo said. "A CIO once told me that when he finished talking with a sales rep, he expected to be smarter than he was at the beginning of the conversation. That's the outcome we hope our customers will achieve by using our Spotlight reports."

About Hoover's, Inc.

Hoover's, founded in 1990, is a D&B company that provides its customers with insight and actionable information about companies, industries and key decision makers, along with the powerful tools to find and connect to the right people to get business done. Hoover's provides this information for sales, marketing, business development, and other professionals who need intelligence on U.S. and global companies, industries, and the people who lead them. Hoover's unique combination of editorial expertise and one-of-a-kind data collection with user-generated and company-supplied content gives customers a 360-degree view and competitive edge. This information, along with powerful tools to search, sort, download and integrate the content, is available through Hoover's subscriptions and Hoover's API. Hoover's is headquartered in Austin, Texas. Follow Hoover's on Twitter, Facebook, YouTube and LinkedIn.

© 2011 Hoover's, Inc. All Rights Reserved. The Hoover's product and service names mentioned herein are registered trademarks or trademarks of Hoover's, Inc., or its affiliated entities. All other trademarks are the property of their respective owners.