Enterprise Software Company Identifies Global Upsell Opportunities
Autodesk, a leader in software for the architecture, engineering, and construction sectors, sought deeper insights into its existing customer base to prioritise upsell opportunities as part of their annual strategic review. The company’s current data lacked the granularity needed for their go-to-market team to effectively target high-value customers.
To solve this, Autodesk partnered with Glass.AI to analyse their CRM data and link it to each customer’s digital presence. Using Glass.AI's advanced language processing, reading each customer’s online presence including project pages, service offerings, and news articles, Autodesk gained detailed insights into customer operations, such as whether they designed roads or bridges, developed property, or managed rentals. This granular understanding allowed Autodesk to tailor their engagement approach.
Moreover, Glass.AI analysed social media signals to estimate the number of potential Autodesk software users within each business. This provided Autodesk with a clearer understanding of their addressable market and allowed them to compare current licence usage with future potential.
With all insights backed by concrete evidence, Autodesk was able to develop a confident, data-driven growth strategy, improving customer retention and identifying high-priority upsell opportunities across their global accounts.
