| Company | Industry | Country | Revenue | Employees | Tier |
|---|---|---|---|---|---|
| Microsoft | Technology | USA | 168 billion | 181,000 | Enterprise |
| Johnson & Johnson | Healthcare | USA | 82 billion | 134,500 | Enterprise |
| Goldman Sachs | Finance | USA | 59 billion | 43,900 | Enterprise |
| Toyota | Manufacturing | Japan | 249 billion | 366,283 | Enterprise |
| Amazon | Retail | USA | 469 billion | 1,544,000 | Enterprise |
What Is IBM Planning Analytics (TM1) and Why Is It a Market Leader in Enterprise Performance Management?
IBM Planning Analytics, commercially known for its TM1 (OLAP) engine, is IBM's enterprise-grade planning, budgeting, forecasting, and analytics platform. The product traces its roots to the early 1980s — TM1 was developed by Adaytum and acquired by Cognos in 2007, which IBM subsequently acquired in 2008. This heritage makes IBM Planning Analytics one of the most battle-tested EPM (Enterprise Performance Management) platforms in the market, with over three decades of continuous development and a deeply loyal installed base across Fortune 500 companies and global enterprises.
The platform's core strength is its multidimensional OLAP (Online Analytical Processing) database engine, which handles complex financial models with thousands of dimensions, interdependent calculations, and massive data volumes at computational speeds that traditional relational database-based planning tools cannot match. Financial controllers at large enterprises — managing consolidated P&Ls across 50+ business units, 20+ currencies, and 10+ planning scenarios simultaneously — have historically relied on TM1 and IBM Planning Analytics as the only platform capable of handling that computational complexity without crashing or forcing simplification of the financial model.
In 2025, IBM Planning Analytics has evolved from a pure TM1 OLAP tool into a cloud-accessible platform with a web-based interface (IBM Planning Analytics Workspace), AI-enhanced forecasting capabilities, and direct integration with IBM Cognos Analytics for visualization and reporting. The platform sits within IBM's broader Analytics portfolio alongside Cognos, SPSS, and Watson — giving large enterprises a pathway to advanced analytics, AI, and machine learning without leaving the IBM ecosystem.
ELP Data's verified database contains 38,924 companies confirmed to be running IBM Planning Analytics or TM1 as their primary financial planning platform, with 155,696 verified decision-maker contacts spanning Finance Directors, CFOs, FP&A Managers, Business Intelligence leads, and IT administrators who manage the platform infrastructure.
The Enterprise Performance Management Market in 2025
The global EPM software market was valued at $5.9 billion in 2023 and is projected to reach $9.4 billion by 2028, growing at a CAGR of 9.8%. The market is dominated by four platforms: Oracle EPM Cloud (formerly Hyperion), Anaplan, IBM Planning Analytics (TM1), and SAP BPC (Business Planning and Consolidation). Each has a distinct positioning: Oracle leads in large enterprise financial consolidation; Anaplan leads in collaborative, connected planning across sales, supply chain, and finance; IBM Planning Analytics leads in computation-heavy financial modeling for OLAP-native finance teams; SAP BPC leads in SAP ERP-integrated financial close and consolidation.
The critical market dynamic in 2025 is cloud migration pressure on TM1's on-premise installed base. The majority of existing TM1 customers — particularly those running on-premise installations purchased 7–15 years ago — are facing infrastructure refresh decisions. IBM's strategy is to migrate these customers to IBM Planning Analytics on Cloud (PAoC) or IBM Planning Analytics as a Service. However, many large TM1 customers are simultaneously evaluating competitive platforms — particularly Anaplan and Planful — as they assess whether to migrate within the IBM ecosystem or switch platforms entirely.
This migration decision cycle creates one of the highest-value B2B targeting opportunities in enterprise software: companies running aging TM1 installations are actively evaluating 3–5 competing platforms over an 18–36 month decision cycle, engaging consultants, attending demonstrations, and building internal business cases. Vendors who reach these companies early in the evaluation cycle — with relevant content, a credible alternative narrative, or migration services — capture disproportionate mindshare.
Industries Where IBM Planning Analytics Is Most Deployed
Financial Services and Banking (8,400+ Companies)
Banks, insurance companies, and investment management firms are the core IBM Planning Analytics market. The platform's ability to handle multi-entity financial consolidation with complex currency translation, intercompany elimination, and regulatory reporting overlays (Basel III/IV, IFRS 9, Solvency II) makes it the tool of choice for financial institutions with large, complex balance sheets. Treasury departments managing asset-liability modeling and risk-adjusted performance measurement are particularly reliant on TM1's OLAP computation speed. ELP Data's financial services segment for IBM Planning Analytics includes major banks, regional insurers, and asset management firms across North America, Europe, and Asia.
Manufacturing and Industrial (6,800+ Companies)
Large manufacturers use IBM Planning Analytics for driver-based operational planning — connecting sales forecasts to production schedules, capacity planning, procurement budgets, and workforce cost modeling in a single integrated financial model. The platform's ability to handle hundreds of SKUs, dozens of manufacturing facilities, and thousands of cost centers simultaneously makes it suitable for enterprises that have outgrown Excel-based planning or simpler cloud EPM tools. German and Japanese manufacturing giants are particularly well-represented in IBM's TM1 installed base, reflecting the platform's strong historical presence in these markets.
Retail and Consumer Goods (5,200+ Companies)
Major retail chains and consumer goods companies use IBM Planning Analytics for merchandise financial planning, open-to-buy budgeting, category P&L management, and promotional planning. The retail use case involves modeling thousands of SKUs across hundreds of store locations with promotional pricing variability — a workload that tests the limits of simpler planning tools but runs comfortably in TM1's OLAP engine. Companies like Carrefour, Marks & Spencer, and major apparel retailers have historically been IBM Planning Analytics customers.
Energy and Utilities (3,600+ Companies)
Energy companies use IBM Planning Analytics for capital expenditure planning, production volume forecasting, commodity price scenario modeling, and regulatory compliance reporting. The oil and gas sector — particularly integrated majors and large independent producers — has historically been a stronghold of TM1 adoption due to the platform's ability to handle complex commodity pricing models and production cost allocation across thousands of wells and production units.
Pharmaceutical and Life Sciences (3,100+ Companies)
Pharmaceutical companies use IBM Planning Analytics for R&D budget allocation, clinical trial cost modeling, product P&L tracking, and sales force effectiveness planning. The lengthy product development cycles in pharma — where planning horizons extend 10–15 years — favor OLAP-based modeling tools that can handle multi-year scenario analysis with branching probability trees. Regulatory compliance reporting for FDA and EMA budget disclosures is also a TM1 use case in this industry.
Public Sector and Education (3,900+ Companies)
Government agencies and educational institutions use IBM Planning Analytics for budget management, grant allocation, and multi-year capital planning. IBM's long-standing government contract relationships and FedRAMP authorization for its cloud services make it a preferred vendor in regulated public sector environments where data sovereignty and security certifications are mandatory purchase criteria.
Key Challenges IBM Planning Analytics Users Face in 2025
The Cloud Migration Dilemma
The most pressing challenge for IBM Planning Analytics customers in 2025 is navigating the transition from on-premise TM1 to cloud-based planning. On-premise TM1 installations — some dating back to the late 2000s — represent years of accumulated customization: complex calculation rules, deeply nested hierarchies, proprietary ETL scripts, and Excel-based interfaces (TM1 Perspectives) that end-users have relied on for over a decade. Migrating this institutional knowledge to a cloud platform — whether IBM's own cloud offering or a competitor — requires significant consulting investment and carries implementation risk.
This cloud migration anxiety creates demand for: TM1-to-cloud migration consulting services, model optimization and documentation services (to understand what has been built before migrating it), cloud readiness assessment tools, and hybrid deployment solutions that extend the life of on-premise TM1 while gradually transitioning workloads to cloud. B2B vendors with offerings in any of these categories will find highly receptive buyers among IBM Planning Analytics' on-premise installed base.
Excel Dependency and End-User Productivity
Many TM1 deployments were designed in an era when Excel was the dominant front-end interface. Planners access TM1 data through Excel add-ins (TM1 Perspectives, formerly), entering data and retrieving reports through Excel templates that are deeply embedded in finance team workflows. IBM Planning Analytics Workspace offers a web-based alternative, but driving adoption among finance teams that have worked in Excel-TM1 for 10+ years is a significant change management challenge. Tools that improve the IBM Planning Analytics Workspace user experience, provide better Excel integration in the cloud, or offer training and adoption programs find strong market receptivity.
Data Integration with Modern ERP Systems
As companies upgrade their ERP platforms from legacy SAP R/3 or Oracle EBS to modern cloud ERP (SAP S/4HANA, Oracle Cloud Fusion, Workday), the ETL pipelines that feed financial data into IBM Planning Analytics require reconfiguration. This creates a window of vulnerability — and opportunity — for data integration vendors, ETL specialists, and API management platform vendors. ELP Data can identify IBM Planning Analytics companies that have also recently purchased SAP S/4HANA or Oracle Cloud Fusion, creating a high-intent target segment for integration services.
Recent IBM Planning Analytics News (2025)
IBM Embeds AI in Planning Analytics: IBM announced in early 2025 that IBM Planning Analytics would receive AI-powered forecasting enhancements through integration with IBM watsonx — IBM's enterprise AI platform. The integration enables AI-generated demand forecasts, anomaly detection in financial data, and natural language querying of TM1 OLAP cubes through IBM Planning Analytics Workspace. This positions IBM Planning Analytics competitively against Anaplan's AI features and Microsoft's Copilot integration in Dynamics 365 Finance.
IBM Accelerates Cloud Migration Program: IBM launched a structured cloud migration incentive program in 2025, offering existing TM1 on-premise customers discounted migration pathways to IBM Planning Analytics on Cloud. The program includes funded migration assessments, model optimization credits, and partner-facilitated implementation support. Companies enrolled in this program are active buyers of migration consulting services.
Partner Ecosystem Expansion: IBM's Planning Analytics partner ecosystem — which includes Avantus Consulting, Apliqo, tm1connect, and dozens of regional EPM specialists — expanded significantly in 2024–2025. New partners specialize in AI integration, process automation, and industry-specific model templates for financial services, manufacturing, and retail. This ecosystem growth reflects IBM's investment in making Planning Analytics competitive in the cloud EPM market long-term.
How to Reach IBM Planning Analytics Decision-Makers
The IBM Planning Analytics buyer committee is smaller and more specialized than typical enterprise software buyers. Finance is the primary stakeholder — specifically FP&A teams, the CFO office, and financial controllers. IT is a secondary stakeholder, typically involved in infrastructure decisions but not in the business model design. This means outreach should be finance-function-led rather than IT-led, with messaging centered on business outcomes (faster close cycles, better forecast accuracy, scenario planning flexibility) rather than technical specifications.
The most effective channels for reaching IBM Planning Analytics decision-makers are: personalized cold email to CFO, Finance Director, and FP&A Director contacts; LinkedIn thought leadership content targeting finance professionals; and conference sponsorships at CFO events and EPM industry conferences (AFP Annual Conference, BARC EPM Summit). The IBM Cognos and Planning Analytics community forums are active research venues where finance professionals gather information about platform alternatives — content published in these communities generates organic discovery by high-intent buyers.
What ELP Data Provides
- Company Name and Domain — verified entity name
- Contact Name, Title, and Seniority — CFO, Finance Director, FP&A Manager, IT Director
- Verified Direct Email — 97% deliverability guaranteed
- Direct Phone / Mobile
- LinkedIn Profile URL
- IBM Planning Analytics / TM1 Verification Flag — confirmed active use
- Deployment Type Signal — on-premise vs. cloud where determinable
- Industry and SIC Code
- Employee Count and Revenue Band
- Headquarters Country, State, City
- Technology Stack — ERP and BI platforms used alongside Planning Analytics
Geography Breakdown
| Region | Companies | Contacts | Share |
|---|---|---|---|
| North America | 18,282 | 73,128 | 47.0% |
| Europe | 11,286 | 45,144 | 29.0% |
| Asia-Pacific | 5,838 | 23,352 | 15.0% |
| Latin America & MEA | 3,518 | 14,072 | 9.0% |
Decision-Maker Title Breakdown
| Job Title | Contacts | % |
|---|---|---|
| CFO / Finance Director / VP Finance | 23,354 | 15.0% |
| FP&A Manager / Director | 18,684 | 12.0% |
| Financial Controller / Chief Accountant | 15,570 | 10.0% |
| IT Director / BI Manager | 18,684 | 12.0% |
| CEO / COO / Managing Director | 12,456 | 8.0% |
| Planning & Analytics Manager | 9,342 | 6.0% |
| Other Finance & IT Roles | 57,606 | 37.0% |
Sample Data Preview
| Company | Contact | Title | Country | Industry | |
|---|---|---|---|---|---|
| Meridian Financial Group | Robert Chen | CFO | r.chen@meridianfg.com | United States | Banking |
| Vantage Manufacturing AG | Ingrid Weber | FP&A Director | i.weber@vantage.de | Germany | Manufacturing |
| Orbis Energy Ltd | James Obi | Financial Controller | j.obi@orbisenergy.co.uk | United Kingdom | Energy |
| Clearview Pharma Inc | Yuki Tanaka | VP Finance | y.tanaka@clearviewpharma.com | Japan | Pharmaceutical |
| Solaris Retail Group | Monica Dias | IT Director | m.dias@solarisretail.com | Brazil | Retail |
Frequently Asked Questions
Client Success Stories
"We are an Anaplan implementation partner running competitive displacement campaigns into the IBM TM1 base. ELP Data's CFO and Finance Director contacts at large manufacturers were exactly our ICP. We generated 22 discovery calls from 1,800 emails — conversion rate we've never achieved before."
— Partner Director, Enterprise Performance Management Consultancy
"We sell an ETL data integration platform for EPM systems. IBM Planning Analytics users were our highest-value segment — long contracts, large IT budgets, and real data integration headaches. The list paid for itself in the first three weeks of the campaign."
— Head of Demand Generation, Data Integration Software Company
"The European segment of the IBM Planning Analytics list was exceptionally clean. We ran a DACH market campaign (Germany, Austria, Switzerland) and saw 98.1% email deliverability. Finance Directors in Germany are hard to reach — ELP Data had the right contacts."
— Marketing Director, Financial Software Vendor (EU)
"We provide TM1/Planning Analytics training and certification courses. ELP Data's IT Director and FP&A Manager contacts at on-premise TM1 installations were our exact audience. Enrollment rate from the campaign was 8.3% — far above our benchmark for course registration campaigns."
— CEO, EPM Training and Certification Provider
Related Lists
- Anaplan Users List — Primary competitor to IBM Planning Analytics; connected planning platform
- SAP Users List — SAP BPC and SAP Analytics Cloud users; major EPM competitor segment
- Oracle Corporation Users List — Oracle EPM Cloud (Hyperion) users; largest EPM competitor installed base
- Workday Users List — Workday Adaptive Planning users; fast-growing cloud EPM competitor
- All Technology User Lists — Full ELP Data catalog of 500+ platform databases
IBM Planning Analytics vs. Competing EPM Platforms — A Buyer's Comparison Guide
Decision-makers evaluating EPM platforms in 2025 face a competitive landscape with more mature alternatives than ever before. Understanding where IBM Planning Analytics wins, where it loses, and how its competitors position against it is essential context for any B2B company targeting this audience — whether you're selling a competing platform, an implementation service, or a complementary tool that must integrate with the winner.
IBM Planning Analytics vs. Anaplan
Anaplan is IBM Planning Analytics' most aggressive competitor in 2025. Anaplan's positioning is "connected planning" — a single platform where finance, sales, HR, and supply chain teams collaborate on shared business plans, with changes in one model automatically cascading across related plans. This connected planning narrative resonates powerfully with CFOs who are frustrated with disconnected point solutions for financial planning, sales forecasting, and workforce planning.
IBM Planning Analytics wins against Anaplan in scenarios requiring very high-volume OLAP computation — financial models with thousands of dimensions, millions of data cells, and complex interdependent calculations. TM1's OLAP engine is faster than Anaplan's in-memory processing engine for pure computation-heavy financial consolidation. However, Anaplan wins on implementation speed (weeks vs. months), business user accessibility (non-technical planners can build models without developer support), and the breadth of use cases across finance and non-finance functions.
The practical implication: IBM Planning Analytics tends to win in large financial institutions and manufacturers with existing TM1 technical teams. Anaplan wins more often in greenfield deployments where companies are selecting their first enterprise EPM platform, and in sales planning and operational planning use cases that extend beyond core financial modeling.
IBM Planning Analytics vs. Oracle EPM Cloud (Hyperion)
Oracle EPM Cloud — the successor to Hyperion Financial Management (HFM) and Hyperion Planning — is the other major incumbent in the large-enterprise EPM space. IBM Planning Analytics and Oracle EPM Cloud target similar buyers: Fortune 1000 companies with complex, multi-entity financial consolidation requirements. The key differentiator is ecosystem: Oracle EPM Cloud integrates natively with Oracle Cloud ERP, Oracle NetSuite, and Oracle's full application stack. IBM Planning Analytics integrates natively with IBM Cognos Analytics and IBM's data and AI products.
Companies that have chosen Oracle as their core ERP platform will evaluate Oracle EPM Cloud as their default EPM choice. Companies on SAP will evaluate SAP BPC. Companies running IBM infrastructure will lean toward IBM Planning Analytics. Ecosystem alignment, not pure product capability, drives the majority of enterprise EPM decisions. This is a crucial insight for vendors targeting this space — understanding a company's ERP platform tells you a great deal about their EPM platform preferences.
IBM Planning Analytics vs. Workday Adaptive Planning
Workday Adaptive Planning (formerly Adaptive Insights) targets the mid-market and upper-mid-market — companies too large for Excel but typically smaller than those who need TM1's OLAP depth. Adaptive Planning is known for rapid implementation (6–12 weeks), an accessible business user interface, and tight integration with Workday HCM for workforce planning. IBM Planning Analytics is slower to implement and requires more technical expertise but handles larger, more complex financial models.
The Workday Adaptive Planning installed base is growing rapidly, particularly in companies that have chosen Workday HCM and want a complementary finance planning tool from the same vendor. ELP Data maintains a separate Workday users database — enabling vendors to reach both IBM Planning Analytics and Workday Adaptive Planning users with targeted campaigns for each platform's distinct audience profile.
Intent Data Strategy for IBM Planning Analytics Campaigns
The EPM market's long evaluation cycles make intent data especially valuable for prioritizing outreach. A company that begins researching EPM alternatives in January will typically not sign a contract until 12–18 months later — but the companies that engage vendors early in the research cycle have significantly higher conversion rates than those contacted cold in the late stages of evaluation.
Key intent signals that indicate an IBM Planning Analytics company is entering or mid-way through an evaluation cycle include: searches for EPM platform comparison content (Anaplan vs. IBM Planning Analytics, Oracle EPM vs. TM1), visits to G2, TrustRadius, or Gartner Peer Insights review pages for competing EPM platforms, registration for EPM webinars or virtual conferences (AFP Annual Conference content, Gartner CFO Summit sessions), and downloads of EPM buyer's guides, ROI calculators, or migration assessment tools.
Layering these intent signals over ELP Data's IBM Planning Analytics contact database creates a prioritized outreach list where you focus your highest-quality, most personalized outreach on the 10–15% of companies showing active research behavior, while maintaining lower-cadence nurture messaging for the remaining 85–90% who are not yet in an evaluation cycle. This tiered approach typically generates 3–5x higher response rates and significantly better sales-qualified lead conversion compared to treating all contacts equally.
Building a Successful Campaign into the IBM Planning Analytics Audience
The most effective campaigns targeting IBM Planning Analytics decision-makers combine three elements: precise audience segmentation by industry and deployment type, messaging tailored to the specific pain point and buying stage, and multi-channel engagement that sustains visibility through a long sales cycle.
For an EPM platform vendor, the highest-value outreach sequence starts with a finance-focused email that opens with a specific data point relevant to the recipient's industry — for example, "83% of manufacturing CFOs using IBM TM1 report that their month-end close still takes longer than 5 days" — and then connects that pain to the vendor's solution in two sentences or less. The goal of the first email is not to sell; it is to generate enough curiosity for one more touch. The second touch — a case study from a company in the same industry that solved the same problem — builds credibility. The third touch — a request for a 15-minute conversation — converts interest into action.
This three-email sequence, run across email and LinkedIn simultaneously, typically generates a 4–7% positive response rate among IBM Planning Analytics CFOs and Finance Directors when messaging is precisely tailored to industry and pain point. ELP Data's database provides the industry and company-size context needed to personalize at this level, and the LinkedIn URLs enable simultaneous LinkedIn engagement for a true multi-channel campaign experience.
What Types of Companies Should Acquire the IBM Planning Analytics Contact List?
Understanding who benefits most from this database helps you determine whether it is the right investment for your specific go-to-market strategy. Below are the five categories of B2B companies that generate the highest return from ELP Data's IBM Planning Analytics user database.
1. Competing EPM Platform Vendors
Anaplan, Oracle EPM Cloud, Workday Adaptive Planning, Planful, OneStream, Vena, Board International, and SAP BPC are all running competitive displacement campaigns targeting IBM Planning Analytics customers. For these vendors, the IBM Planning Analytics database provides direct access to the buying committee at companies that have a defined incumbent platform — a far stronger campaign premise than generic "CFOs who might be interested in EPM" targeting. Competitive displacement campaigns that lead with specific TM1 pain points (implementation complexity, cloud migration challenges, technical dependency on specialized developers) and offer a clear migration path generate compelling response rates in this audience.
2. IBM Planning Analytics Implementation and Consulting Partners
IBM's partner ecosystem — Avantus Consulting, tm1connect, The Inlumi Group, Apliqo, and dozens of regional EPM specialists — use ELP Data's database to generate new business from IBM Planning Analytics companies that need ongoing consulting support. Typical service offerings include model optimization (reducing calculation times, simplifying complex dimension structures), cloud migration consulting (TM1 on-premise to IBM Planning Analytics on Cloud), training programs for new finance team members, and custom reporting and dashboard development in IBM Planning Analytics Workspace. Partners report that campaigns targeting on-premise TM1 customers with migration-focused messaging generate the highest conversion rates.
3. Data Integration and ETL Platform Vendors
IBM Planning Analytics requires data pipelines that extract financial data from ERP systems (SAP, Oracle, Workday, Microsoft Dynamics) and load it into TM1 OLAP cubes on a scheduled basis. These ETL pipelines — historically built in IBM Cognos Data Manager or custom Python/SQL scripts — are a persistent pain point as source systems change and data volumes grow. Data integration platform vendors (Informatica, Boomi, Talend, Fivetran) and EPM-specific integration tools (TM1connect, CubeWise, cubewise.com products) find strong receptivity among IBM Planning Analytics administrators who are responsible for maintaining these data flows.
4. Financial Analytics and Visualization Tools
While IBM Cognos Analytics is IBM's preferred visualization tool for Planning Analytics data, many companies use Tableau, Power BI, or Qlik as their primary BI platform — feeding on IBM Planning Analytics OLAP data through REST API or ODBC connectors. Vendors selling BI tools, data storytelling platforms, or executive dashboarding solutions find IBM Planning Analytics customers receptive to arguments about enriching financial data with operational context from other data sources. Analytics leaders and FP&A Managers are the primary contacts for these campaigns.
5. Financial Close and Disclosure Management Platforms
IBM Planning Analytics handles planning and forecasting but typically does not manage the financial close process end-to-end — companies often use separate tools for account reconciliation, close task management, and disclosure reporting. Vendors like Blackline, Trintech Cadency, Workiva, and Certent Disclosure Management serve this market. IBM Planning Analytics companies that use IBM Cognos Controller for financial consolidation are actively evaluating cloud-based financial close platforms as they migrate away from on-premise infrastructure. Vendors in this category will find IBM Planning Analytics customers at a natural evaluation point where complementary close management tools are under active consideration.
How ELP Data Has Helped Clients Reach IBM Planning Analytics Decision-Makers
ELP Data has delivered IBM Planning Analytics user databases to over 300 B2B companies across the EPM ecosystem in the past three years. The following patterns emerge consistently from clients who report the highest campaign performance:
Finance-first messaging outperforms IT-first messaging by 4:1. IBM Planning Analytics purchasing decisions are driven by the Finance function — CFO, Finance Director, FP&A Manager — not by IT. Campaigns that open with a business outcome (faster close, better forecast accuracy, reduced planning cycle time) outperform campaigns that open with technical capabilities (OLAP engine, API connectors, cloud infrastructure) by a factor of 4 to 1 in positive reply rate. This insight consistently surprises clients who have been running IT-focused outreach into EPM audiences.
Industry-specific case studies are the highest-converting asset. IBM Planning Analytics customers in manufacturing respond to manufacturing success stories. Banking customers respond to banking success stories. Generic "we helped a large enterprise improve their planning" case studies generate minimal engagement. ELP Data recommends that clients prepare at least three industry-specific case study assets before launching campaigns into this database — and to lead the second outreach touchpoint with the case study most relevant to the recipient's industry, as identified from the ELP Data record's SIC code.
Persistence pays off: 60% of conversions happen on the 5th or later touchpoint. IBM Planning Analytics decision-makers — particularly CFOs and Finance Directors — have high-volume inboxes and long evaluation timelines. Campaigns that give up after 2–3 contacts miss the majority of conversions. ELP Data recommends an 8–10 touchpoint sequence spread over 8–12 weeks as the minimum for campaigns targeting CFO-level contacts in the IBM Planning Analytics installed base.
