Bringing focus to ‘top-to-top’ contact for Dell

  • 5 min
  • 02 May 2024

Dell was looking to expand its ‘top-to-top' contact across clients and its own executives and improve its approach to team selling.

We set up a structured relationship scoring model, and worked with our client’s sales operations team to leverage the existing CRM system to support an executive program. 

Once scored, we worked with our client’s sales teams to fill gaps of key executives, profile and build engagement plans, and create moments of truth 

  • 81%

    Strategic clients covered by executive relationships

  • 37%

    Conversion rate from executive meeting to pipeline

  • 600

    Executives across priority accounts

We shifted from random acts of executive engagement to use with the platform to create integrated communication spanning the CxO relationship. The program facilitating virtual events with CxOs, 1:1 meetings through direct outreach, and a partner ecosystem with existing relationships.

The program has increased the number of CxO relationships with almost all 600 accounts having an executive relationship in place (81%) and a conversion rate of 37% exec meeting to pipeline.

I knew we had a hit on our hands when the CEO of a multi-billion-pound organisation started waving the document at Michael Dell during a Zoom call. 

Elliot Young, Chief Technology Officer, Dell Technologies

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