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

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

*We take our clients' confidentiality seriously. While we've changed their names, the results are real.