Operationalizing top account development at IBM
We've helped IBM enhancing its top account program capabilities, extending it from the global team to the field.
We built an L&D program, certifying four cohorts of sales and marketing team members, with plans for an additional two cohorts. We’ve also enabled teams by providing a central playbook with essential content, tools, and e-learning components.
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300+
Sales & marketing professionals enabled
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4%
Year on year revenue growth in top clients vs -7% baseline
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31%
Year on year increase in revenue from growth offerings
The program's success has prompted further expansion plans, including involving additional teams and expanding L&D into sales enablement, showcasing its positive business impact.
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