Major Accounts: Business Intelligence in the Jungle
Lions, gazelles and zebras serve as excellent metaphors for the types of business intelligence it takes to win a major account.
Lions, who rely on hunting for sustenance, must be strategic. They must know where the herds are and coordinate their tactics with other lions to reap the greatest benefit to the entire pride.
Gazelles, on the other hand, are fully aware of their potential position as “lunch”. They must be ready to react immediately to threats and changes in the environment. They are constantly evaluating current conditions to determine their relative safety or peril.
Which brings us to zebras. Just like gazelles, you say? Well, yes, to a certain extent. The difference is in the way zebras react to threats and challenges.
The zebras’ first line of defense is the herd. Banding together as a whole, keeping weaker members within the protective circle, affords the zebras greater protection than each could provide alone.
