Growth
Self-funded prospect event drives the largest account expansion
Strategic Account Development
Categories
Growth
Subcategories
Strategic Account Development
Metric categories
- Revenue & Deal Value Growth
- Process/Tool Adoption
At a glance
Self-funded prospect event drives the largest account expansion
A self-funded prospect networking event, booked without confirmed budget, produced the largest account expansion to date and a new strategic-customer deal.
Largest account expansion achieved
1 new strategic-customer deal signed
approach replicated by other teams
Background
An idea emerged to host a private networking event in Europe for prospects and customers, but budget for it could not be secured in advance.
Goal
Use the event to sign and cross-sell into enterprise strategic accounts.
The Work
Booked the event at personal risk and invited partners and opportunities to attend, staying transparent internally about the plan even though the budget was never formally confirmed.
Outcome
The event produced the largest account expansion into a new service plus a new strategic-customer deal, and other teams later adopted the same model for smaller joint mini-events.
