Case Study: Cloud Storage Company saves at-risk contract renewal and gains competitive advantage with Emissary

How one large cloud storage provider used inside insights to beat out their direct competitor

A large cloud storage provider (1,000–5,000 employees) faced a threatened renewal with a major media conglomerate as a top competitor gained traction. To overcome information parity and win back advantage, the company partnered with Emissary to give its sales team direct access to insider insights and decision makers.

Emissary connected the team with a former Senior IT Director at the target, revealing that the provider’s customer success team had failed to communicate key functionality—so the client had been evaluating a competitor for features they already had. Using that intelligence, the provider clarified critical capabilities with the customer and saved the account from being lost to their top rival.