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.
![ABM adoption framework](https://momentumitsma.com/uploads/Solutions/Frameworks/_800xAUTO_crop_center-center_none/ABM-adoption-framework.png)
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Teradata: ABM is both an art and a science
In this episode we dive into the complexities of establishing and scaling an effective ABM program – including the challenges, strategies, and keys to success.
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Highlights from Rethink ABM – London
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