Growth insights, reports, and news for you
Latest posts
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Pivoting to an account-based model at VMware
We helped leading provider of multi-cloud software services VMware shift from covering 100,000 of accounts to build a cross-functional approach focusing in on 2,000 accounts to drive strategic revenue growth.
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Can professional services firms trust AI to help them win, grow, and retain key clients?
In the second of our three-part series, we explore how professional services firms can leverage and trust AI in key client programs.
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Why key account growth should be about creating a win/win
Securing and retaining strategic accounts can be challenging, especially in complex industries like life sciences.
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Standing on the shoulders of brand giants
When a brand is rooted in history, how can you stay relevant and drive innovation without losing client trust and loyalty?
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Winning over new executives for VMware
We collaborate with VMware to empower sales teams, engage CIOs, and position VMware as a trusted resource.
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Winning enterprise accounts at Vodafone
Vodafone wanted to reposition themselves from a tactical mobile provider to strategic communications partner in the enterprise market.
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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.
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Building global account-based marketing (ABM) practice at Salesforce
Salesforce had a long-standing ABM program for it’s top accounts and whilst showing success across different regions, the program lacked the consistency and impact required for global expansion.
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Embedding Oracle’s key account strategy
Oracle appointed us as its prime partner to help establish key account growth plans and build out its ABM practice, leveraging expertise across hundreds of accounts.
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Designing Arvato’s account-based program
Arvato Financial Solutions, a global provider of payment and credit management solutions, sought to launch a formal key account program following an organizational restructure.
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Operationalizing Colt’s account-based strategy
Colt aims to enhance its enterprise value and EBITDA performance through client acquisition and growth.
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Reputation tracking to accelerate performance at Atos
Atos wants to gain insights on its strengths and vulnerabilities, via an annual assessment of brand position and competitiveness.
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Enabling client-centric strategy at Fujitsu
Fujitsu, a leading IT services provider was seeking to transform marketing capabilities worldwide, aiming to expand into new geographies.
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Developing the executive engagement strategy for AWS
AWS was looking to develop its approach to engage executive audiences and unify the experience for existing and new executive relationships globally.
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Google Cloud: Building the best gen AI-powered marketing team in the world
In this episode, we explore what it will take to win in a world where AI is rewriting the charter for marketing.
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From chaos to collaboration: The rise of alliance ecosystems | Forbes
In the ever-changing world of enterprise buying, alliance ecosystems are reshaping how businesses thrive and outperform others.
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Winning greenfield accounts at AWS
AWS aimed to enhance client penetration in greenfield enterprise accounts through a multi-geo program, successfully penetrating 20.5% of accounts within six months.
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Winning big whale deals for Dell
Dell sought a targeted key account program to facilitate sales engagement, enhance relationships, and establish trust. We designed a program to challenge existing perceptions of public cloud.
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Landing and expanding across the Oracle portfolio
As a niche supplier, Swisscom had limited relationships including market context, competitive landscape, audience segmentation, and persona-based positioning.
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Marketing Excellence Awards showcase series
In this showcase series, we’re celebrating our 2023 Marketing Excellence Awards finalists and winners.
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Bringing focus to ‘top-to-top’ contact for Dell
Dell was looking to expand its ‘top-to-top' contact across clients and its own executives and improve its approach to team selling.
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Driving double-digit growth post acquisition at State Street
We helped State Street maximize its $2.6bn acquisition to launch a new client-centric solution and drive significant revenue growth.
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Pivoting marketing to an account-based strategy at Autodesk
Our collaboration with Autodesk began with certifying all ABM teams, followed by a comprehensive program covering every step of the learner journey.
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Why you should make your clients the center of your world
Charles Doyle, a three-time Chief Marketing Officer, shares why client needs are a critical cornerstone to an effective growth strategy.