Case Study
Driving account-based engagement at Microsoft
Challenge
Microsoft Dynamics faced a critical juncture with a $54m pipeline shortfall in their enterprise accounts, just six months from the financial year's end. The imperative was to act swiftly to prioritize accounts, empower teams, and strategically engage for substantial revenue generation. The challenge extended beyond filling a financial gap; it was an opportunity to redefine their approach and set new benchmarks. The pressing need was for a dynamic solution and an actionable strategy.
At a glance
- Successfully closed a $54m pipeline gap
- Increased profit in a winning deal by $400,000
- Became the best-performing division of the year
$54m
Pipeline gap closed
$400,000
Increased profit in winning deal
Action
- We facilitated intensive one-to-one labs to align sales and marketing efforts
- We used account diagnostics to identify and target the biggest profit opportunities
- We crafted relevant and tailored strategic content, including manifestos, RFP support, infographics, and vision videos. This ensured a personalized and impactful approach to engage target accounts
Impact
By creating a process that connected insights with impactful content, we were able to help drive incredible results. Our strategic approach and seamless alignment of sales and marketing efforts resulted in the successful closure of the $54m pipeline gap within the six-month timeframe. The increased profit in a key deal showcased the effectiveness of the engagement strategy, contributing to the division's recognition as the best-performing division of the year.
- Successfully closed the $54m pipeline gap within the financial year
- Increased profit in a winning deal by $400,000
- Enabled division to become the best performing division of the year