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.
By taking ABM from a tactic to developing it’s go-to-market strategy, VMware was able to develop market leading client growth capabilities and drive significant efficiencies whilst maintain revenue growth.
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300
Sellers & marketers enabled
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2k
Accounts engaged with white glove experiences
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100%
Revenue retention amongst strategic accounts
Our engagement included shaping the strategy and coverage model, developing the playbook for the execution model, advancing key capabilities across ales and marketing to evolve skills aligned to the growth plan. We’ve supported the execution across the strategic accounts with white glove experiences. Our ongoing advisory service has also supported the global governance.
More in
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Three ways to reap the benefits of ABM in professional services
In the first of a three-part series, we explore how to align ABM with your firm's strategy to transform client relationships and drive growth.
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Becoming Microsoft’s top performing business unit
Microsoft faced a critical juncture with a $54m pipeline shortfall. The imperative was to act swiftly to prioritize accounts, empower teams, and strategically engage for substantial revenue generation.
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Taking reputation insight to action in high value client accounts at Unisys
We work with Unisys to take insight from clients and turn it into action, to help drive loyalty and growth across their key clients.