Growing top account revenue for global technology vendor

Challenge

Our client needed to establish key account growth plans and build out its ABM practice. After many acquisitions, the firm had 52 separate sales teams and needed to roll out a key account program to better align and engage with top customers. We needed to make sure the company presented a united front to customers, building on the strengths of legacy relationships.

At a glance

• $13bn in total revenues supported
• 5x win rate improvement
• 110 accounts in the program

Action

• We crafted in-depth account plans, leveraging our seven-step framework to boost audience engagement and develop compelling customer value propositions
• We worked with sales and marketing teams to align on a single strategy, create customer-specific content, and enhance the buying experience
• We implemented target actions in accounts to build relationships, reputation, and revenue opportunities

Impact

As one of our founding clients, we’ve worked as prime partner across hundreds of key accounts, establishing growth plans and building out ABM practices. Through our collaboration we’ve inspired advocates and driven consumption of Cloud-based services.

• Equipped hundreds of account teams to position the company’s offering in relevant and integrated ways to its biggest customers
• Supported $13bn in total revenues
• Increased win rate by x5
• 110 accounts now in the program