NetApp: Building a diverse sales team
In this podcast, Alisha is joined by Jackie McKinley, Vice President for US Enterprise Sales at NetApp, to share how to build and empower effective sales teams.
Podcast
ABM
Robert Hollier
March 14, 2023
Google Cloud revamped its ABM approach to become a trusted partner in a customer’s digital transformation journey and elevated its reputation in just six months.
Google Cloud revamped its ABM approach to become a trusted partner in a customer’s digital transformation journey and elevated its reputation as a strategic partner within the pharmaceutical industry – in just six months!
In 2022 Google Cloud made a strategic decision about its Account-Based Marketing (ABM) program to focus on deepening relationships with existing customers, this initiative was positioned as a pilot ABM team.
One of the first accounts in the pilot was a pharmaceutical company with which Google Cloud already had a relationship. The opportunity turned out to be significant, as the customer sought a digital transformation partner, not just a solutions provider.
The challenge was twofold: persuade the customer that Google Cloud was more than a vendor and could be a long-term business partner and do this within 6 months to help secure a strategic deal before year end.
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In this podcast, Alisha is joined by Jackie McKinley, Vice President for US Enterprise Sales at NetApp, to share how to build and empower effective sales teams.
Podcast
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