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Our client places enormous emphasis on customer relationships. They were struggling to engage with six key accounts who didn’t view them as a strategic partner. Before they could pitch their global payroll solution they had to earn the right to a wider conversation. A more personal approach was needed to really connect with the account from C-suite to the wider buying centre.
6
Key accounts
C-Suite
Engagement
Tailored
GTM Direct, Champions & Partners
- Client: Global Payroll Provider 1 to 1 ABM | Insight | Strategy | GTM
Prior learnings create momentum
Our client places enormous emphasis on customer relationships. They were struggling to engage with six key accounts who didn’t view them as a strategic partner. Before they could pitch their global payroll solution they had to earn the right to a wider conversation. A more personal approach was needed to really connect with the account from C-suite to the wider buying centre.
The power of three
In targeting global accounts, we knew the buying centre was broad and complex, spanning multiple countries. Our phased, multi-channel approach engaged the outstanding sales team as well as other key influencers in the mix. The result was a razor-sharp activation plan across three audiences - direct sales, internal champions and partners to create sell-through opportunities. Working with a limited budget and resources, we outlined a two-year plan for their 1 to 1 campaign, tailored to each account.
Looking to stay competitive in the
ever-turning world of B2B?
ever-turning world of B2B?