Case Study
Growing top account revenue for global technology vendor
Challenge
One of our founding clients*, appointed us as its prime partner to help establish key account growth plans and build out its ABM practice. We have now worked across hundreds of it’s key accounts, impacted a $13bn+ pipeline, driven up consumption of Cloud based services, and inspired advocates. Their win rate is 5x higher when we’re involved.
$13bn in total revenues supported
5x win rate improvement
110 accounts in the program
Situation
- Many acquisitions made, resulting in 52 separate sales teams
- Need to roll out key account program to better align and engage with top customers
- Wanted to ensure it presented a united front to customers and built on the strengths of legacy relationships
Action
- Developed key account plans using account insight and our seven-step framework to enhance audience engagement and develop customer value propositions
- Worked with sales and marketing teams to align on a single strategy, create customer-specific content and enhance customer buying experience
Impact
- Equipped hundreds of account teams to position the company’s offering in relevant and integrated way to each of it’s biggest customers
- $13bn in total revenues supported
- 5x win rate improvement
- 110 accounts in the program
*We take our clients' confidentiality seriously. While we've changed their names, the results are real.
" It’s a combination of the long-haul and the short-term opportunities and Momentum can help us enormously in both scenarios, that's where the strength really comes from, it's being a specialist and understanding what we need.
Senior Vice President,
Global technology vendor