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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Sales & marketing professionals enabled
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Year on year revenue growth in top clients vs -7% baseline
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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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The best of ABM is yet to come
A first look at Momentum ITSMA's 2024 Global Account-Based Marketing Benchmark report.
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Five reasons to rethink ABM
Over the past 20 years, B2B marketing has shifted dramatically towards greater client-centricity.
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Riverbed: Bridging the global-regional marketing divide
In a world of global expansion and local nuance, how do you strike the perfect balance in your Account-Based Marketing (ABM) strategies?