Operationalizing top account development at IBM

  • 5 min
  • 05 Jun 2024

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.

  • 300+

    Sales & marketing professionals enabled

  • 4%

    Year on year revenue growth in top clients vs -7% baseline

  • 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.

ABM adoption framework

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