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Effective prospecting using Annual Reports:
Following is a glimpse on a well-known Egyptian company that is a heavy user o...
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Egypt Air prospecting

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Following is a glimpse on a well-known Egyptian company that is a heavy user of technology; Egypt Air (EA)!

I am sure may IT companies have been working with EA for years; selling to their data center, competing with others to get a bigger piece of the pie, getting into price wars with competitors, etc.
On the other hand, I have a feeling that not many companies have a comprehensive account plan for EA that can double the revenue coming from EA (as an airline only).

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Egypt Air prospecting

  1. 1. Effective prospecting using Annual Reports: Following is a glimpse on a well-known Egyptian company that is a heavy user of technology; Egypt Air (EA)! I am sure may IT companies have been working with EA for years; selling to their data center, competing with others to get a bigger piece of the pie, getting into price wars with competitors, etc. On the other hand, I have a feeling that not many companies have a comprehensive account plan for EA that can double the revenue coming from EA (as an airline only). EA is a holding company that has affiliates and subsidiaries, each with significant potential for IT solutions (infrastructure, computing, applications, etc.). The attached pictures show: 1- EA Board members name and designation 2- EA subsidiaries including names, line of business and person in charge. 3- EA ownership in those subsidiaries What do we do with this info: 1- Socially research the names (LinkedIn, Twitter, FB) 2- Read relevant information including annual report of those subsidiaries 3- Research their business and build relevant insights 4- Use our relationship with EA (if we have a good story there), and ask for referrals 5- Formulate an access plan and start calling on the new prospects. Happy selling … Ashraf Osman, Cairo Jan. 2018

Following is a glimpse on a well-known Egyptian company that is a heavy user of technology; Egypt Air (EA)!
 I am sure may IT companies have been working with EA for years; selling to their data center, competing with others to get a bigger piece of the pie, getting into price wars with competitors, etc. On the other hand, I have a feeling that not many companies have a comprehensive account plan for EA that can double the revenue coming from EA (as an airline only).

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