Growth
Executive-visit strategy converts a $1M+ named account from a competitor
Named-Account Development · Strategic Account Development
Categories
Growth
Subcategories
Named-Account Development · Strategic Account Development
Metric categories
- Revenue & Deal Value Growth
At a glance
Executive-visit strategy converts a $1M+ named account from a competitor
An executive-visit and migration program converted a $1M+ named account entirely away from the incumbent competitor.
$1M+ named account fully converted from a competitor
Background
At a software-development company, the target was a named account with a $1M+ budget currently held by a competitor.
Goal
Convert the customer's full budget over from the incumbent competitor.
The Work
Built the relationship with the lead and organised their visit to the company's offices, starting with a 1:1 to gather inputs before briefing the internal team, then followed up with a strategy for a steady post-visit migration, including an audit and migration plan.
Outcome
The client switched providers entirely, bringing all of their revenue to the company.
