Account Planning Modernization for a $550M Chicago-Based Global Digital Transformation Firm

Discover how Draup helped a leading services organization strengthen account planning, improve sales planning discipline, and sharpen strategic account focus.

4,000+

Employee Count

$500M+

Revenue

IT Services

Industry

Chicago

Headquarters

About the Company

The organization is a global digital transformation firm that brings together strategy, experience design, cloud engineering, data, and AI. Through agile delivery and deep industry expertise, it helps enterprises modernize platforms, accelerate innovation, and build scalable, customer-centric solutions that drive measurable business impact across global markets.

We use the platform for account intelligence, strategy sessions, outreach programs, and sales campaigns as a baseline for shaping our customer propositions. It helps us have conversations that are relevant to the customer, rather than pushing what we want to sell, and that balance is critical for us.

Anand Chandra

SVP Financial Services

Before Draup

1

Lack of Data Authority and Validation

The organization lacked a single source of truth for account and sales data, reducing confidence in insights used for account planning.

2

Data Confidentiality Concerns

Sensitive account and client data required stricter governance, limiting easy access and insight sharing across teams.

3

Limited New Account Visibility

The absence of structured intelligence made it difficult to identify, prioritize, and plan for new target accounts.

The Core Challenges

The sales organization struggled with inconsistent and unvalidated account data, reducing confidence in insights and weakening account planning decisions.

Sensitive client and account information required strict governance, making it difficult to share insights broadly while maintaining confidentiality and control.

Without structured intelligence, teams found it difficult to identify, validate, and prioritize new target accounts, slowing expansion, and impacting sales planning effectiveness.

The Solution

DEALS

ACCOUNTS

TECH STACK

SERVICE PROVIDERS

KEY EXECUTIVES

Account Intelligence Framework

Established a single, trusted view of target and existing accounts to support consistent account planning and strategy discussions.

Insight-Driven Sales & Outreach Planning

Enabled sales and SDR teams to plan outreach and customer conversations using curated, industry-aligned account insights.

Validated Data Access & Governance

Provided controlled access to trusted account data, balancing ease of use with confidentiality and governance requirements.

Outcome

Enhanced SDR Campaign Effectiveness through ABM

Enabled targeted SDR and ABM campaigns with curated account intelligence, driving higher-quality engagement across priority accounts.

Revenue Pipeline Expansion

Supported more focused account targeting and outreach, contributing to a 2× increase in the qualified revenue pipeline.

Improved Account Planning & Sales Readiness

Strengthened insight-led account planning, enabling more customer-relevant sales conversations and confident execution.

Trusted Data & Confidentiality Enablement

Established validated, governed account intelligence that balanced usability with strict confidentiality requirements.

Powered by unparalleled global market data

8M+

Executives

600K+

Outsourced Workflows

900K+

Accounts Priorities

1.6M+

Peer Group Companies

Industries

250K+

Service Providers

Data Trust & Methodology at Draup

Draup uses a structured methodology to reduce inaccuracies and prevent misleading information, with a focus on transparency and responsible data practices.

1

Data Transparency and Coverage

Draup sources data from diverse, vetted global inputs including public datasets, labor information, professional ecosystems, and industry research. Coverage varies by region and role, and we supplement limited areas with alternative sources and analyst-led modeling.

2

Profiles Behind the Numbers

All aggregate insights related to buyers, roles, skills, and locations are grounded in structured, anonymized human and organizational profiles rather than pure extrapolation. This ensures context, reliability, and protection of personal identities.

3

Data Hygiene and Integrity

We maintain a clean, accurate data environment by removing duplicates, outdated entities, and invalid records. Automated checks powered by ML models and analyst reviews work together to ensure clarity and accuracy for every entity, such as buyer, role, skill, technology, or company. Learn more

4

AI Governance and Bias Mitigation

Our governance framework combines automated evaluations with Human-in-the-Loop reviews. We use statistical checks, audits, and cross-source comparisons to reduce demographic and structural bias before insights reach the platform.

5

Compensation Guardrails

Compensation insights use blended, directional inputs such as aggregated ranges, benchmarks, modeled distributions, and market signals. We distinguish clearly between modeled and reported data and apply guardrails to prevent over-interpretation.

6

Hourly and Frontline Workforce Coverage

For hourly, frontline, and blue-collar roles where digital visibility is limited, we incorporate government datasets, localized labor information, and specialized partners to build a more complete and balanced view of workforce supply and demand.