Building a partner ecosystem for global IT services firm
We helped the company enhance its market presence and client relationships, generating significant revenue opportunities and positioning it as a leader in strategic business transformation.
Building momentum
Facing the challenge of transforming client perceptions and driving substantial revenue growth, a leading technology company wanted to launch a strategic initiative to deepen relationships with its most valuable global accounts. The goal was to transition from being viewed primarily as a hardware provider to a trusted advisor and strategic partner, capable of delivering transformative business solutions.
Our engagement
We partnered with the company to develop and implement a best-in-class Account-Based Marketing (ABM) strategy, focused on creating tailored customer experiences and fostering long-term partnerships with key stakeholders across diverse industries. Key elements included:
- Conducting ‘account hack’ workshops to identify opportunities and develop bespoke engagement strategies for priority accounts.
- Elevating sales conversations from technical specifications to advisory support, changing client perceptions and positioning the company as a transformation enabler.
- Designing customized programs to involve sales teams earlier in the buying cycle, accelerating deal closures and expanding market influence.
- Establishing over 600 new stakeholder connections, surpassing industry benchmarks for engagement.
Key outcomes
The strategic growth initiative delivered impressive results, significantly enhancing the company’s market presence and client relationships. It generated substantial revenue opportunities and positioned the company as a leader in strategic business transformation.
- Secured a $70 million deal with a major organization
- Identified over $115 million in customer savings
- Established 600+ new stakeholder connections
The company’s leadership praised our partnership’s transformative impact, noting enhanced collaboration and strategic alignment. The success of the program has now set a new standard for account engagement and growth, reinforcing the company’s commitment to delivering value and innovation to its clients.
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