Transforming account-based growth at CRM giant
Summary
We are helping a CRM giant* build out its global center of excellence, supporting field teams across 16 regions. Working in partnership, we’re creating a world-class ABM program capable of growing new relationships, delivering revenue growth, and inspiring advocates – globally.At a glance
60+ certified marketers empowered
Teams in 16 regions engaged
Unique frameworks and tools built and deployed
Situation
- The company had a long-standing ABM program that was achieving varying levels of success across regions
- Pressing need to enhance quality, build consistency, and drive impact globally
- New tools needed to help drive team performance
Action
- Worked in partnership with senior leaders to build a global center of excellence
- Quickly assessed current capability in regions using our unique ABM assessment tool and benchmarked the company against best in class programs
- Built a strategic approach to the Centre of Excellence (CoE), identifying workstreams, engaging with the internal advisory board, and equipping teams with the tools needed to drive success
- Carried out ABM certification for all teams, including across divisions
- Now defining and delivering customer research, measuring team effectiveness in key accounts and identifying opportunities for customer collaboration
Impact
- Helped scale best practice across global teams to accelerate performance
- 60+ certified marketers empowered
- Teams in 16 regions engaged
- Unique frameworks and tools built and deployed