CxO Play is a strategic insights platform designed to provide Account Sales Executives with efficient, high-level inside-look into C-level targets.
The platform leverages collective group knowledge and resources to help executives "win the big ones" by providing a 360-degree view of target accounts and their connections.
Challange
The organization faced a critical gap in high-level sales and relationship management. Account Executives (AEs) were bogged down by "fragmented information" and "busywork," requiring them to navigate multiple disconnected sources to prepare for C-level interactions. This inefficiency led to three core business risks:
Low C-Suite Conversion: A lack of centralized, high-value insights hindered the ability to secure new business and upsell at the executive level.
Knowledge Attrition: Institutional memory was tied to individuals; when employees left, valuable C-level relationship data left with them.
Strategic Overload: With a vast corporate portfolio, AEs struggled to identify which specific offers would actually resonate with a particular CxO’s strategic priorities.
Approach
The strategy began with a deep-dive competitive analysis of best-in-class platforms to bridge the gap between raw data and executive action:
Boardroom Insiders: Analyzed for intuitive search and export functionality.
Global Database: Evaluated for scannable profiling and document integration.
BoardEx: Studied for sophisticated relationship mapping and strength indicators.
To ensure the final tool was intuitive enough for time-pressed executives, a rigorous A/B testing methodology was implemented. Using a pool of 10 participants, half received a formal walkthrough while the other half used the tool "cold." This allowed the team to measure "out-of-the-box" usability through specific task-based scenarios.
Solution
The resulting platform acts as a "one-stop-shop" intelligence hub, transforming raw data into actionable sales strategy through several key pillars:
Customizable Dashboard: A modular starting screen that eliminates noise, allowing users to focus exclusively on their "critical path to success."
Connection Mapping: Uses public data to visualize how individuals connect to specific strategic projects, enabling warmer introductions.
The Facilitator Directory: A "what/where/can I call now" feature providing instant access to internal experts who can assist with meeting preparation.
Peer Insights Forum: A thematic space for colleagues to share and rank the most useful takeaways from previous CxO interactions, ensuring "Insights Continuity."
Predictive Offer Matching: Integrated logic that calculates the likelihood of interest for specific corporate offers, narrowing down the sales strategy for each unique CxO profile.
Impact
Efficiency: Drastically reduced the time spent on "busywork" by centralizing fragmented data into a single source of truth.
Risk Mitigation: Successfully digitized relationship data, ensuring that critical strategic insights remain within the organization regardless of personnel changes.
High Intuitiveness: Testing validated that the platform remained highly functional even without formal onboarding, meeting the high standards of clarity required for executive adoption.
Strategic Precision: AEs can now match complex corporate offerings to CxO needs with data-backed confidence, increasing the win rate for new business and upselling.
