Winning big whale deals for Dell

  • 5 min
  • 27 May 2024

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. 

We designed the program and established a central program to create an efficient and agile model, developed a business case benchmarking tool, collected the data model, and generated custom assets to support the program. The adaptable program work across different opportunity types, with a tiering service model across accounts including self service. 

  • 200+

    Accounts covered in 12 months

  • $50m

    Revenue secured across opportunities

  • $500m

    Of new pipeline for FY24

Each business case highlights key savings modernising IT infrastructure and is supported by toolkits for account nurture journeys, social selling and sales enablement. Through buyer engagement activities and presenting the business case to key CxO contacts and sponsors, we gathered additional insights to bolster the account's business case.

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