The market map
The whole market, not just your list.
A list of vendors is a start. Syphtr maps the parts of the market a list can’t hold, and searches them all at once.
- A whole product team: who sold it, who ran presales, who implemented it and who looked after the customers.
- At the vendor and its partners: the people at integrators and resellers who implemented the software count too.
- Old product names: Navision, JD Edwards or Concur on an old CV, read as the product it is today.
- One map for the whole desk: what your best consultant keeps in their head or a spreadsheet, in every consultant’s hands.
Everyone who's worked on Microsoft Dynamics, by what they did
- Sold itDirect SalesAmy MarshAccount Executive · Microsoft
- Ran presalesPresalesDan NovakSolution Architect · AvanadeDynamics partner
- Implemented itProfessional ServicesJo SimmonsFunctional Consultant · ColumbusDynamics partner
- Looked after customersCustomer SuccessLena TothCustomer Success Manager · Microsoft
At Microsoft and at the partners who sell and implement it.
Jo Simmons, read
From their CV
“Implemented Dynamics 365 Finance for Superdrug, Wickes and River Island.”
Enterprise Resource Planning (ERP)Retail / eCommerceProfessional Services
Under old names
- Great Plains→Microsoft Dynamics2001
- Navision→Microsoft Dynamics2002
A CV from 2010 that says Navision is still on the team.
Seller shape
Same title, same company, different hire.
Two account executives at the same vendor can have done completely different jobs. Syphtr tells them apart.
Hiring an overlay? You get overlays. Hiring someone to own a key account? You get account owners.
Specialist
Sold one product, deeply, at a vendor that does one thing.
Overlay
A specialist inside a giant, brought onto deals for one product line.
Generalist
Carried a broad bag across a big vendor’s portfolio.
Account owner
Owned a set of accounts, across everything the vendor sells.
inferredShape is inferred from what the employer sells, and confirmed when the CV names the products they sold.
How they sell
How they sell, not just where.
Two account directors at the same company can sell in completely different ways. Where a CV says how someone sold, Syphtr reads it. Where it doesn’t, Syphtr infers it from what they sold, and says so.
From their CV
“Opened 14 accounts we had never sold to before.”
New Business (Hunter)
Where they worked
DSenior Account Executive · Datadog
Technical saleinferredComplex dealsinferred
inferredNew business or growth is read from their own words. Technical or business, quick deals or long ones, is inferred from what they sold.
Seniority
The level they’ve really worked at.
Titles inflate. Syphtr reads the team someone led and the number they carried from their own words. A title on its own is only a hint.
From their CV
“Built and led a team of eight AEs carrying a £6m number.”
First-line manager8 direct reports£6m quota
Level
- Individual contributor
- First-line manager
- Head of or director
- VP and above
Who they sell to
The buyer and the industry, not just the product.
When a CV says who signed the deals, Syphtr reads it. When it doesn’t, it infers the buyer from what they sold: a seller at a security vendor sells to CISOs. Industries come from the customers they name.
From their CV
“Liaised with C-level stakeholders at Barclays, NatWest and Santander.”
Sold at board levelFinancial Services
Where they worked
CAccount Executive · CrowdStrike
CISO / Security Leadershipinferred
inferredAn inferred buyer is marked as inferred, so you know what to confirm.
Every match explained
The reason, in words you can use.
Every person comes with why they fit, and whether each part was read from their CV or inferred, so you know what to check on the call. Say it to the client. Say it to the candidate.
DPDaniel PriceEnterprise Account Executive · Boomi
- API & Integration Platforms (iPaaS)
“Selling AtomSphere, Flow and Master Data Hub into a patch of 35 Midlands enterprises.”
- Automotive
“New logos include JLR, Aston Martin, Polestar and Pendragon.”
- CIO / IT Leadershipinferred
From what they sold at Boomi. Worth checking on the call.
