Collaborative ABM as a Business Accelerator

  • 14 Mar 2023
Robert Hollier

Robert Hollier

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.

Find out the results by following the link below. This is just one example of the benefits of joining out Growth Hub Community where we share more case studies, research, and the latest in ABM. If you're a member you can log in here. If you'd like to learn more, visit our Growth Hub page

See full case study

See more in:

Share this post:

Robert Hollier

Robert Hollier

More in