Growth
Consultative account plan grows an under-utilised account from $120K to $300K
Strategic Account Development
Categories
Growth
Subcategories
Strategic Account Development
Metric categories
- Revenue & Deal Value Growth
At a glance
Consultative account plan grows an under-utilised account from $120K to $300K
A consultative account plan and cross-functional analysis grew an under-utilised account's contract value from $120K to $300K at renewal.
Contract value grew from $120K to $300K
Background
A key customer was not fully exploiting the SaaS product it had purchased.
Goal
Close the account for the next term while protecting revenue retention and satisfaction.
The Work
Applied a consultative-selling action plan with an implementation tracker, working through a business-management-office style cross-functional team to analyse usage and highlight projected improvements, and built a commercial plan addressing risks the client had raised.
Outcome
The multi-year contract closed with the deal amount increasing from $120K to $300K.
