Pure Storage is redefining the storage experience and empowering innovators by simplifying how people consume and interact with data.
Industry
Computer Hardware and Software
Company Size
1,001 – 5,000 Employees
Joined Thnks
April 2020
Thnks Solutions
Sales
The Problem
Michelle Scott had just moved to a new territory as an Enterprise Account Executive at Pure Storage and she was chasing after new customers whom she’d never worked with – but there was one problem – it was the height of the Covid-19 pandemic. Michelle had always used in-person visits to make an impression with prospects, but now it was difficult to build relationships in this new environment where she couldn’t visit their offices. One tactic that used to work for her was delivering cookies, but with everyone working remotely, there was no comfortable way to ask for personal addresses to send her sweet treats.
She needed a solution that she could quickly implement to build connections, and that’s when Michelle found Thnks. She brought Thnks to her leadership team, and they recognized how the notion of expressing gratitude was growing in response to the challenges everyone was facing from the pandemic. They knew Thnks would be a powerful tool for the Pure Storage sales teams to show appreciation to their customers and grow their business.
Solution
Thnks gave Pure Storage a new way to connect with customers and partners, leading to sales success during a time when everyone was distracted by world events and learning to work in a newly remote environment. Jason Zawacki, Regional Sales Director for Southeast Enterprise, says “The pandemic changed the way you go to market, and for a business leader, you have to figure out how to connect people.” He appreciated the low lift that it took for his team to get started on Thnks and how quickly expressing gratitude positively impacted their business.
The real test for Pure Storage was if they could get attention and responses from contacts who were not taking meetings or responding to emails. The team found that by sending personalized Thnks, they were able to engage new customers. Michelle, who was working in her new territory with no pre-existing relationships, was able to open up major new accounts using Thnks as a tool. “People keep telling me they can’t believe that I’ve been able to do what I’ve been doing in a pandemic – but it’s because of the personalization, and the personalization is what has helped me stand out from the pack,” she says.
Pure Storage’s culture is all about trying to remove the friction of customers using and consuming tech. The team is always looking for points of connection with their clients, which has helped them foster a healthy, natural dialogue and build a reputation as a company that is authentic and genuinely caring. Jason says, “It’s often said that people don’t care what you know until they know that you care. Gratitude is an aspect of caring, and the Thnks platform is the way my team demonstrates gratitude in simple gestures.”
After Partnering with Thnks
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