Fox 
Fandom 
IMDb 
Univision The challenge: strategic accounts, tactical tools
JWX was in the middle of a shift. After a merger and a new acquisition strategy, the company was moving from a transactional, revenue-share sales motion to a more strategic model — one that required understanding multiple stakeholders, decision-makers, and business units within each account, not just the person who signed the last deal.
The problem was that the team’s tools hadn’t caught up to the strategy.
We use a lot of tools to get data from, but then we basically store it in a spreadsheet or in a PowerPoint. That’s for sure not ideal, and it’s not centralized, and it’s not active.
— Sascha Weis, VP of Sales, JWX
For Sammie Puzzo, Senior Account Manager on JWX’s Video Media team, that meant every account plan started from scratch — pulling data out of Salesforce, email threads, LinkedIn, and meeting notes, then manually assembling it into a deck. “It could easily take several days to build a comprehensive account plan,” she said.
The cost of that manual process wasn’t just time. It was blind spots on the accounts that mattered most. As JWX’s CRO Chris Maccaro put it, describing one of the company’s largest customers:
We’re starting to see signals [they’re] testing our competitors, renewal coming up, and we’ve only gotten up to the vice president level at the company.
— Chris Maccaro, CRO, JWX
Sascha framed the stakes plainly: “I know my team is freaking out about the time that they’re spending on account planning… they’re building the plan. That is where they’re spending all of their time.”
The solution: one place for signal, strategy, and action
JWX went from kickoff to active use in 24 hours — a single click to connect Gmail, with no IT or security review required. From there, Kandir unified account intelligence — pulling from Salesforce, Gmail, LinkedIn, Google Calendar, news, SEC filings, tech stack, and org charts into a single, continuously updated account plan. The goal was to surface AI-generated signals the team could act on immediately, rather than waiting to find them through manual research.
For Sammie’s team, that meant account plans that build themselves.
Account planning used to take me several days of research and preparation. It can now be generated in just a few minutes. I can then spend my time refining the strategy instead of building everything from scratch.
— Sammie Puzzo, Senior Account Manager, Video Media
Across JWX’s enterprise sales team, the time saved on account planning adds up to the equivalent of a full additional rep’s annual selling capacity — reclaimed without adding headcount.
It also meant surfacing opportunities the team wasn’t actively looking for — expansion and monetization plays inside existing customer accounts that no one had gone looking for, because no one knew to look.
The result: paid for itself before the first quarter closed
Shortly after deployment, Kandir surfaced a high-priority signal on one of JWX’s accounts — a major national media company with dozens of local and national channels under its umbrella. Kandir flagged a press release pointing to new inventory volume. Sammie saw it, reached out to the customer directly, and opened an opportunity.
I was sent a high-priority signal that basically called out a press release and the volume of potential new inventory. I actually reached out to our customer about it, and we started to talk.
— Sammie Puzzo, Senior Account Manager, Video Media
That signal turned into $60,000 in new annual revenue, sourced directly from the workflow Kandir is built for. Signal surfaced. Context provided. Action taken.
Beyond the individual win, the time savings has changed how Sammie spends her day. “The biggest benefit isn’t just the time savings, it’s being able to focus on higher-value work,” she said. “Instead of researching accounts, I can spend more time building customer relationships, identifying monetization and expansion opportunities, and preparing for strategic conversations.”
Looking ahead
JWX continues to expand its use of Kandir across its enterprise sales and customer success teams.
The Kandir team has been fantastic. Their onboarding was straightforward, they’re extremely responsive to feedback, and they consistently ship meaningful product improvements. It’s clear they’re building the platform alongside their customers.
— Sammie Puzzo, Senior Account Manager, Video Media