Growth insights, reports, and news for you
Latest posts
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Winning over new executives for VMware
We collaborate with VMware to empower sales teams, engage CIOs, and position VMware as a trusted resource.
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Winning enterprise accounts at Vodafone
Vodafone wanted to reposition themselves from a tactical mobile provider to strategic communications partner in the enterprise market.
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Operationalizing top account development at IBM
We've helped IBM enhancing its top account program capabilities, extending it from the global team to the field.
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Building global account-based marketing (ABM) practice at Salesforce
Salesforce had a long-standing ABM program for it’s top accounts and whilst showing success across different regions, the program lacked the consistency and impact required for global expansion.
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Embedding Oracle’s key account strategy
Oracle appointed us as its prime partner to help establish key account growth plans and build out its ABM practice, leveraging expertise across hundreds of accounts.
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Designing Arvato’s account-based program
Arvato Financial Solutions, a global provider of payment and credit management solutions, sought to launch a formal key account program following an organizational restructure.
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Operationalizing Colt’s account-based strategy
Colt aims to enhance its enterprise value and EBITDA performance through client acquisition and growth.
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Reputation tracking to accelerate performance at Atos
Atos wants to gain insights on its strengths and vulnerabilities, via an annual assessment of brand position and competitiveness.
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Enabling client-centric strategy at Fujitsu
Fujitsu, a leading IT services provider was seeking to transform marketing capabilities worldwide, aiming to expand into new geographies.
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Winning greenfield accounts at AWS
AWS aimed to enhance client penetration in greenfield enterprise accounts through a multi-geo program, successfully penetrating 20.5% of accounts within six months.
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Winning big whale deals for Dell
Dell sought a targeted key account program to facilitate sales engagement, enhance relationships, and establish trust. We designed a program to challenge existing perceptions of public cloud.
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Landing and expanding across the Oracle portfolio
As a niche supplier, Swisscom had limited relationships including market context, competitive landscape, audience segmentation, and persona-based positioning.
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Bringing focus to ‘top-to-top’ contact for Dell
Dell was looking to expand its ‘top-to-top' contact across clients and its own executives and improve its approach to team selling.
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Driving double digit growth post acquisition at State Street
We helped State Street maximize its $2.6bn acquisition to launch a new client-centric solution and drive significant revenue growth.
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Pivoting marketing to an account-based strategy at Autodesk
Our collaboration with Autodesk began with certifying all ABM teams, followed by a comprehensive program covering every step of the learner journey.
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Establishing key account marketing at strategy at Kyndryl
Following IBM's decision to spin off its Managed Infrastructure Services unit into Kyndryl, we swiftly helped in certifying over 100 marketers. This established a robust ABM powerhouse, driving growth alongside complex business partnerships.
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Kyndryl: The born first ABM business
As organizations embed account-based strategies company-wide, Kyndryl is a rare example of a business that has embraced this approach from the outset.
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Kyndryl: The born first ABM business
Kyndryl is a business that was founded and structured around implementing ABM right from the start. In our latest ABM podcast, Andrew Fitzgerald, Vice President of Global Account-Based Marketing explains “The Kyndryl Way” and why it was so important to design a marketing function with strategic clients at its core.
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State Street: Talking inclusion is simple, making it real is tough
Childhood lessons of inclusion often fade as we grow. However, Katelyn Sullivan, State Street's VP of Marketing, stresses its importance in adulthood. In this Breaking The Bias Podcast, she discusses the challenges and mentors that fueled her passion for diversity.
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Redwood Logistics: Turning prospects into clients
Successful ABM comes when client-centricity takes center stage. In our latest ABM podcast, Arlyn Knox, Chief Marketing Officer at Redwood Logistics, talks about the power of putting customers at the forefront and how nurturing deep relationships can turn prospects into clients.
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Building Two-Way Relationships
Today’s business landscape is highly competitive. So, effective marketing requires so much more than just broad messaging and one-way communication.
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Snowflake: Unpacking the Power of ABM
In this podcast Hillary Carpio, Senior Director of ABM at Snowflake, discusses how combining agile methodologies with scalable ABM practices helps to successfully navigate the challenges of the enterprise market, creating meaningful connections and driving revenue growth.
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NTT DATA and IBM: There's no off-the-shelf solution for diversity
In this Breaking the Bias Podcast, recorded live at the Marketing Leadership Forum in Napa Valley, we talk to Mona Charif, NTT DATA and Sharon Driscoll, IBM, to explore the complexities and the power of diversity.
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Collaborative ABM as a Business Accelerator: Google Cloud Gets Close to Sales and the Customer to Win Big
In 2022 Google Cloud made a strategic decision about its Account-Based Marketing (ABM) program to focus on deepening relationships with existing customers; this initiative was positioned as a pilot ABM team.