Case Study
Empowering buyer conversations for digital solutions leader
Challenge
Our client needed to initiate compelling value-based conversations with CIOs. Additionally, there was a pressing need for a new platform to effectively leverage and engage their top accounts. The company also sought to transition conversions from meetings into real revenue opportunities.
At a glance
- 98% account manager participation
- 120 CIOs engaged
- $80m of pipeline in the first year of launching
98%
Account manager participation
120
CIOs engaged
$80m
Pipeline in first year
Action
- We designed a benchmark tool to capture essential information and inform custom reporting
- We created data-driven custom reports for all key accounts
- We empowered account teams with thought leadership content and key talking points to guide customer conversations
Impact
Through research, a benchmarking tool, account data insights, and custom reports, we've enhanced team efforts in bolstering customer relationships, awareness, and brand perception. Since its 2018 launch, the program maintains strong account manager participation, and our intelligence reports continue to be invaluable assets in the firm's growth strategy.
- Customer-facing teams are now equipped with powerful intelligence to initiate new buying conversations
- Achieved an impressive 98% account manager participation
- Engaged with 120 CIOs
- Generated $80 million in pipeline within the first year of the program
“As we drive our next phase of growth, we're going to intensify our focus on our customers and what they care about the most.”
CEO, Leading digital solutions leader