How To Use The Pareto Report

The Pareto report helps prioritize your time by focusing on the prospects and customers who are experiencing change.

Sales studies have found that both context and timing are the most important factors in generating sales appointments. Understanding the ramifications of each event will further increase your chances of closing the sale.

Website Traffic:

Adaptive Insights: Adaptive Insights has seen a significant boost in website traffic. Their global Alexa ranking jumped 3803 places.

AHCCCS: AHCCCS has seen a significant boost in website traffic. Their global Alexa ranking jumped 5689 places.

Allegis Group: Allegis Group has seen a significant boost in website traffic. Their global Alexa ranking jumped 6825 places.

Subnet Expansion:

Subnets represent server footprints. When a company's subnets expand or contract, their data center footprint is experiencing significant changes. When these types of changes take place, their current data center provider/solution may not accomodate their new needs, which is why this is a relevant opportunity to discuss new data center options.

To learn more please visit: https://www.youtube.com/watch?v=4k3cia8IRZA

KUSA: KUSA has increased their SubNets by 22 percent
>> Jeremy Hughes at your organization is also following KUSA.

IP Expansion:

IP addresses represent servers. When a company's IP footprint expands or contracts rapidly, their data center footprint is experiencing significant changes. When these types of changes take place, their current data center provider/solution may not accomodate their new needs, which is why this is a relevant opportunity to discuss new data center options.

Abra Auto Body and Glass: Abra Auto Body and Glass has increased their IPs by 4 percent

KUSA: KUSA has increased their IPs by 26 percent

Unreachable Web Servers:

Ensable proactively connects to web servers to test their availability. The following web servers were unreachable. This may have been a temporary/regional outage, but may merit a disaster recovery and or new data center provider discussion.

Cross Company Store: cross.com (hosted at: Microsoft Azure@) was unresponsive on Mar 4 2019 4 AM

Abbott Simses & Kuchler: abbott-simses.com (hosted at: Digital Ocean@) was unresponsive on Mar 4 2019 2 AM

AIRES: aires.com was unresponsive on Mar 4 2019 3 AM

3i People: 3ipeople.com was unresponsive on Mar 4 2019 2 AM

Advanced Radiation Corporation: arc-lamps.com was unresponsive on Mar 4 2019 3 AM

Alfe Heat Treating: al-fe.com was unresponsive on Mar 1 2019 4 AM

Aldridge | Pite: aldridgepite.com was unresponsive on Mar 2 2019 8 PM

Discontinued Applications/Services:

When your clients stop using an application, it's important to ask a few questions:

  1. What purpose did this application fulfill?
  2. What could replace this application?
  3. Have they replaced this application recently?

Typically when applications are discontinued, new applications will replace them. This creates an opportunity to sell new applications, help integrate these applications into their UCaaS platform, and optimize their access to these applications via SD-WAN.

Applications providers make one of the best types of referral partners and member of a lead exchange.

Avi Albrecht Enterprises: Avi Albrecht Enterprises has removed Amazon from their DNS records.

Alcoa: Alcoa has removed Securence from their DNS records.

Recent Acquisitions:

Acquisitions typically coincide with vendor contract re-evaluations and consolidation.

ACI Worldwide: acquired Speedpay on 2/28/2019



New Venture Capital:

New Venture Capital is a significant sales signal. Growth and investment in the future will undoubtedly go hand in hand with new technology. In addition to helping your prospect leverage this new venture capital effectively, it is also important to align yourself with the venture capital organization and help convert them into a referral partner.

Ascensus: was approved for venture capital on 2/19/2019 (Secondary Market)

Upcoming Office Moves:

Before a tenant leaves a building, property managers list the space for rent ahead of time to back-fill the space when the current tenant leaves. Ensable analyzes these public listings and researches who the current tenants are in order to predict which tenant is moving. Please check with the commercial real-estate broker listed on the opportunity to verify if your prospect is leaving the building.

Alion Science and Technolgy: The building where Alion Science and Technolgy is located (6200 Uptown Blvd NE, Albuquerque, NM, 87110) is for rent. Typically these real-estate listings are created in preperation of a tenant leaving the building. Alion Science and Technolgy is one of 4 tenants in the building, so it could be any of the 4 tenants, but because you are tracking Alion Science and Technolgy, we wanted to make sure and bring this to your attention.
Here is the Commercial Real-Estate Brokers info for this building: Tim With

Data Breaches:

The following companies have email addresses discovered within a data breach. A "breach" is an incident where personal data is inadvertently exposed. Most breaches involve a third party information hub the user has registered with (like social media). When personal information like emails and passwords are exposed, it becomes easier for hackers to access internal business systems.

ONeal Residential Waste and Recycling Center: An email (clerkofcourt@greenvillecounty.org) from ONeal Residential Waste and Recycling Center was recently found among data stolen from a security breach involving: Apollo.

Canyon Inn: An email (mdaniels@in.gov) from Canyon Inn was recently found among data stolen from a security breach involving: Apollo,NetProspex.

Human Good: An email (ancel.romero@humangood.org) from Human Good was recently found among data stolen from a security breach involving: Apollo.

Companies With Private Data Centers:

Ensable analyzes the number of servers within a building based on their IP address. When we detect an unusually low number of servers, we assume this is a private data center outside of a traditional data center environment.

Based on current trends, it's very likely these companies will plan on migrating these servers to a more reliable data center environment.

Fonville Morisey: Based on our research, it appears that Fonville Morisey is using a private data center to host their web servers

Ajilon: Based on our research, it appears that Ajilon is using a private data center to host their email servers

All Saints Healthcare: Based on our research, it appears that All Saints Healthcare is using a private data center to host their web servers



Blacklisted Prospects:

Prospects are usually more interested in switching email providers when they know they're blacklisted.

Dollar Tree Corporation: The website dollartree.com was listed on: 15.23.231.172.dnsbl.sorbs.net, 15.23.231.172.dul.dnsbl.sorbs.net.

On the Run: The website ontherun.com was listed on: 23.222.29.38.pbl.spamhaus.org, 23.222.29.38.zen.spamhaus.org.

Cambium Networks: The website cambiumnetworks.com was listed on: 202.208.221.18.cbl.abuseat.org, 202.208.221.18.xbl.spamhaus.org, 202.208.221.18.zen.spamhaus.org.

Vendor News:

Your clients and prospects will look to you as a trusted advisor when you're the first one to proactively share vendor news relevant to their business.

21st Century Fox: uses Proofpoint Essentials who enhanced their Advanced Threat Insight and Management (https://goo.gl/8bdnJo)

Development Counsellors International: uses Office 365 who Trend Micro has discovered Mounting Cloud Email Threats to Office 365 (https://goo.gl/nkbVZS)

ACA Compliance Group: uses Cloudflare who recently expanded its government warrant canaries (https://goo.gl/3WUP9W)

Autism Speaks: uses Azure who recently launched a new DevOps Server solution (https://bit.ly/2H3544z)

Business Insider: uses Taboola who recently purchased the Start Division of Celltick (https://goo.gl/cpFu36)

Distinguished Programs: uses CenturyLink who has added Black Lotus Labs for Threat Research (https://goo.gl/bVBVeB)

Sandler O’Neill & Partners: uses Rackspace who has partnered with Pure Storage to Accelerate Block Storage Technology (https://goo.gl/BH5NYn)

Usablenet: uses Symantec who has added AWS, Microsoft, and IBM Security Integrations (https://goo.gl/HJJ7Y2)



Natural Disasters:

Upcoming natural disasters serve as an opportunity and reminder to help businesses better prepare for the increasing number of natural disasters.

Important Facts to Remember:

  • Downtime is primarily caused by hardware failures (45%) and power outages (35%)
  • Hardware and power outages have three main causes: operational (45%), natural disasters (36%), and human error (19%)
  • 40% of businesses experienced an unplanned outage in the past 12 months
  • 2% of organizations recovered in less than an hour
  • 54% experienced downtime that lasted more than 8 hours
  • Average downtime costs: $807,571 per incident and $926 to 17,244 per minute
  • Restaurants and hotels must pay non-exempts for at least two hours if the employees report to work and the business closes early due to bad weather
  • Retail establishments must pay for at least four hours
  • There is no obligation to pay hotel, restaurant, or retail non-exempts if the weather does not allow the business to open at all or if the employees are unable to report because of travel conditions
  • Exempt employees (managerial, administrative, professional) who work any part of the day, must be paid for the entire day
  • Working with commercial property insurance brokers selling Business Interruption Insurance is the most effective strategy for selling business continuity solutions

Big Lots Corporate Headquarters: A River Flood Warning has been issued in where Big Lots Corporate Headquarters currently has an office (710 HWY Crystal River FL 29582).

Aarons, Inc: A River Flood Warning has been issued in where Aarons, Inc currently has an office (LocalAddress).



Fiber Construction Projects:

When fiber is laid, it also introduces your customers to new options and conversations. Be the first to share these options with your clients before someone else does.

Chase Mortgage: Cogent is building fiber into 55 Water St - 20th Floor New York NY 10041 where Chase Mortgage is located

Depository Trust Clearing Corporation: Cogent is building fiber into 55 Water St - 20th Floor New York NY 10041 where Depository Trust Clearing Corporation is located

INTL FCStone: Cogent is building fiber into 1221 Brickell Ave Miami FL 33131 where INTL FCStone is located

Heath Jeramy: Cogent is building fiber into 550 N Brand Blvd Glendale CA 91203 where Heath Jeramy is located

New York Life Insurance Company: Cogent is building fiber into 10885 NE 4th St Bellevue WA 98004 where New York Life Insurance Company is located

Astoria Corona District Health Center: Cogent is building fiber into 55 Water St - 20th Floor New York NY 10041 where Astoria Corona District Health Center is located

WeWork 600 California Street: Cogent is building fiber into 600 California St San Francisco CA 94108 where WeWork 600 California Street is located

New Data Center Provider:

When your prospects switch data centers, this is usually a great opportunity to explore SD-WAN and discussions about why they switched providers.

1-800 Radiator & A/C: moved their web servers from Quality Investment Properties Sacramento to Radiator

A10 Networks: moved their web servers from Amazon.com to Pantheon

Upcoming Data Center Contracts:

Based on our DNS historical research, we have identified companies who will be experiencing a web hosting contract anniversary which usually coincides with other data center services. Because data center solutions evolve rapidly as well as your customer's needs, this may be your best opportunity to discuss new cloud computing options with your client.

For more tips and ideas, please visit: https://www.youtube.com/watch?v=4k3cia8IRZA

Advanced Medical Innovations: The contract anniversary date for the data center (Amazon.com@) hosting of Advanced Medical Innovations is coming up in three months. (2018-06-02).

AHCCCS: The contract anniversary date for the data center (State of Arizona@) hosting of AHCCCS is coming up in three months. (2018-06-05).

Adtalem Global Education: The contract anniversary date for the data center (Amazon.com@) hosting of Adtalem Global Education is coming up in seven months. (2018-10-05).

Aclara Technologies: The contract anniversary date for the data center (Google Cloud@) hosting of Aclara Technologies is coming up in two months (2018-05-04).

Accretive Solutions: The contract anniversary date for the data center hosting of Accretive Solutions is coming up in eight months. (2018-11-01).

Slow Web Servers:

Under-performing servers can be one of the most expensive IT costs to an organization:

  • Decreasing wait time by 100 milliseconds increases revenue by 1%
  • Conversions will decrease by 7% for each 100 milliseconds wait time
  • Page views will increase by 11% by reducing wait time by 100 milliseconds
  • 16% decrease in customer satisfaction for each second they have to wait
  • 13% increase in support cost for each second they have to wait (customer's call support when they can't get an answer from the website)
  • Search engines penalize websites for slow load times.
  • 57% of visitors will abandon the site after 3 seconds
  • 88% of customers are less likely to return to a site after a bad experience.

A H Jamra: jamra.com (hosted at: OVH SAS@) is running slow. On average web servers respond faster than 50 ms, but jamra.com was responding at an average of 166 ms.

Agfa Gevaert HealthCare GmbH: agfa.com is running slow. On average web servers respond faster than 50 ms, but agfa.com was responding at an average of 158 ms.

Adobe: adobe.com is running slow. On average web servers respond faster than 50 ms, but adobe.com was responding at an average of 153 ms.

AGnVET Services: agnvet.com.au is running slow. On average web servers respond faster than 50 ms, but agnvet.com.au was responding at an average of 179 ms.

Vendor Outages:

All vendors experience an outage at some point. One of your best options here is to help create a business continuity plan to prevent downtime in the future. If the outages are frequent enough, you may consider suggesting a new vendor.

Abacus Technology: uses Comcast who recently experienced an outage

PPG Paints Store: uses Office 365 who recently experienced an outage

A-1 Radiator: uses Outlook who recently experienced an outage

Achronix Semiconductor Corporation: uses MailChimp who recently experienced an outage

Contact Center Opportunities:

Contact center jobs creates three unique opportunities:

  1. Helps you identify companies who have a contact center
  2. The job description provides key insights into the contact center (software, needs, etc)
  3. New employees can often represents expanding/new contact centers

The ultimate goal behind each of these alerts is to discuss contact center workforce optimization. Use the job posting as an excuse to initiate a dialoge with the contact center manager (not the IT contact).

Sharing insights gained from surveys using insight selling will significantly increase your close ratio (especially among competitors). Often times its more wise to invest the salary of these new hires in cloud computing. Reducing website wait time by a single second will reduce support needs by 13%.

Aeroflow Healthcare: Inside Sales/Call Center Manager

Advance America: Open Interviews - Customer Service Representative

Advantage Solutions: Supervisor Call Center

Aclara: Customer Service Representative-Contract, Full-Time Only-West Coast, 2nd Shift

Navy Federal Credit Union: Member Service Representative I - Contact Center Operations

IT Security Opportunities:

As the number of security breaches increase, the demand for IT security professionals follows. On any given day there is an estimated one million IT security job openings (many of which will never be filled). The job market has not caught up with the demand for IT security professionals, resulting in: more expensive candidates, job vacancies, and under-qualified security professionals.

Statistics suggest that companies will experience less security breaches and spend less on IT security solutions by outsourcing their IT security. In-house IT security solutions typically fail for three reasons:

  1. Preventing IT-security threats requires a large array of skills not typically found in a single individual
  2. In-house IT security professionals get side tracked on other projects
  3. Companies who oversee threats for multiple companies are better at detecting issues compared to a single individual

Agile Defense Inc.: has an IT security job opening (Information Defense Lead) in Arlington, VA

Alion Science and Technology: has an IT security job opening (Lead Cyber Security Engineer-27930) in Wright-Patterson AFB, OH

General IT Opportunities:

Cloud solutions have revolutionized the business world by offloading the management of difficult technologies. In a similar fashion and parallel trend, IT support has become a managed service.

Helping companies convert IT salaries into managed services will enable companies to develop (rather than manage) competitive technology to grow their business.

AdP: has an IT job opening (IT VaaS Ops Control Specialist II) in Manila, CO

Adtalem Global Education: has an IT job opening (Training & Communications Specialist) in Downers Grove, IL

Acuity Brands: has an IT job opening (Full Stack Developer Job) in New Haven, CT

Desktop Support Opportunities:

The top seven reasons companies outsource their desktop support:

  1. 24/7 Monitoring (Most companies don't have their IT staff working around the clock)
  2. Broader Expertise (MSPs house a team of experts with a broader knowledge, skill, and experience background)
  3. Minimize service gaps (transitioning between support can create gaps)
  4. Cost savings (pay less for a service contract than a salary)
  5. Greater efficiency (Organizations that try to do all IT Services in-house themselves can have much higher research, development, and implementation time)
  6. Less risk (Outsourced organizations share compliance risks more than an in-house it professional)
  7. Great for holidays, vacations, and off hour emergencies (let the in-house IT team have a break)

Top 10 Appointment Setting Strategies for Managed IT Opportunities: https://www.youtube.com/watch?v=lbYkVLqKLf0&t=264s

AE Business Solutions: has a Desktop Support job opening (AE Internal - PM) in Madison, WI

Alion Science and Technology: has a Desktop Support job opening (Lead Cyber Security Engineer-27930) in Wright-Patterson AFB, OH

Company News:

News creates a point of reference. A point of reference makes conversations relevant, which increases the chances of generating appointments. Each news article typically has a ripple effect, creating multiple sales opportunities.

To better understand how to leverage news reports, please visit: https://www.youtube.com/watch?v=XraX25XzkmY&t=12s

Aggreko: (News) Headline: How Is Aggreko Plc LSE:AGKs 6.513570 ROIC Score Affectin...

Advisors Asset Management: (News) Headline: Armstrong World Industries Inc NYSE:AWI Position Lowered by Advi...

Ati: (News) Headline: Allegheny Technologies Incorporated Ati: Investment oppo...

Amtech: (News) Headline: Rubicon Technology Inc. RBCN and Amtech Systems Inc. NAS...

ABB: (News) Headline: ABB ABB Stock Rating Reaffirmed by Royal B...

Agilent Technologies Inc: (News) Headline: Dividend Darling & Upside Potential For Agilent Technologies In....

ABC Supply: (News) Headline: Global Roofing Distribution Market Top Player 2018 - ABC Supply<...

A123 Systems: (News) Headline: New study: Lithium Battery market forecast to 2024 | A123 System...

A10 Networks: (News) Headline: Comparing of A10 Networks Inc. ATEN and NETGEAR Inc. NAS...

9Round: (News) Headline: 9Round Ranked by Entrepreneur as a Fastest-Growing Franc...

Software Development Jobs:

Software development jobs are relevant for three reasons:

  1. Software development jobs often indicate new projects/initiatives
  2. Most software needs a home (data center opportunities)
  3. If you don't offer software development, find an IT company who does and build a relationship with them

Acuity Brands: Acuity Brands recently posted a job for Full Stack Developer Job in New Haven CT



Executive Changes:

It's estimated that 70% of an executive's budget is spent within the first six months on the job. As executives switch jobs, it sets off a chain reaction. You will often find that the executive they replaced has moved on to another organization. It's not uncommon for these chain reactions to affect dozens of organizations. Building relationships with anyone along this chain reaction creates a unique opportunity to connect with new candidates at their past employer and to those who have moved on.

PwC: Katarzyna Wawrzyniak, ACCA started a new job (Senior Manager) at PwC

UBS Wealth Management: Jeremy Seidman started a new job (Managing Director - Wealth Management) at UBS Wealth Management

IBM: Christopher Crummey started a new job (Executive Director of X-Force Command IBM Security) at IBM



Company Growth:

When companies have a significant hiring stack within a market, it typically means one of two things: New office and or expansion.

Noahs Ark Private Academy: is experiencing significant growth in the Conyers, GA area



Industry Trends:

Ensable Tracks Industry Trends In Order to Help You Stay Ahead of the Curve:

Bank Midwest: We are seeing a decline in AT&T landline (used by Bank Midwest) customers in the Chicago area where Bank Midwest has several locations.



Social Activity:

Ensable is able to track some online discussions if they are made public. Below are discussions from employees who work at companies you are following:

Tyson Foods: Jennifer Dahlgren from Tyson Foods recently engaged on LinkedIn: Activity 1,Activity 2,Activity 3,Activity 4



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