Growth insights, reports, and news for you

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. 

We work with Unisys to take insight from clients and turn it into action, to help drive loyalty and growth across their key clients. 

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.

We collaborate with VMware to empower sales teams, engage CIOs, and position VMware as a trusted resource. 

Vodafone wanted to reposition themselves from a tactical mobile provider to strategic communications partner in the enterprise market. 

We've helped IBM enhancing its top account program capabilities, extending it from the global team to the field.

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.​ 

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. 

Arvato Financial Solutions, a global provider of payment and credit management solutions, sought to launch a formal key account program following an organizational restructure. 

Colt aims to enhance its enterprise value and EBITDA performance through client acquisition and growth.

Atos wants to gain insights on its strengths and vulnerabilities, via an annual assessment of brand position and competitiveness. 

Fujitsu, a leading IT services provider was seeking to transform marketing capabilities worldwide, aiming to expand into new geographies. 

AWS was looking to develop its approach to engage executive audiences and unify the experience for existing and new executive relationships globally. 

AWS aimed to enhance client penetration in greenfield enterprise accounts through a multi-geo program, successfully penetrating 20.5% of accounts within six months.

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. 

As a niche supplier, Swisscom had limited relationships including market context, competitive landscape, audience segmentation, and persona-based positioning. 

Dell was looking to expand its ‘top-to-top' contact across clients and its own executives and improve its approach to team selling.

We helped State Street maximize its $2.6bn acquisition to launch a new client-centric solution and drive significant revenue growth.

Our collaboration with Autodesk began with certifying all ABM teams, followed by a comprehensive program covering every step of the learner journey. 

Following IBM's decision to spin off its Managed Infrastructure Services unit into Kyndryl, we swiftly helped in certifying over 100 marketers. This established a robust ABM powerhouse, driving growth alongside complex business partnerships.

In 2022 Google Cloud made a strategic decision about its Account-Based Marketing (ABM) program to focus on deepening relationships with existing customers; this initiative was positioned as a pilot ABM team.

Google Cloud revamped its ABM approach to become a trusted partner in a customer’s digital transformation journey and elevated its reputation in just six months.

Collaborating closely with top accounts is more important than ever. They are often our primary partners giving us deep insight into changing market trends.

It is better to accept you're not going to get it right the first time and build in a culture of breaking things down and building back better. Living proof of this can be found at Google Cloud...