Case Studies

The operating conditions, resources, and agreements that give an account room to grow.

Growth Drivers

• Contract TermsWe told a client “No” when asked to reduce our pricing and then we became their #1 supplier
• Internal Account InvestmentsWe invested heavily in building the foundation of a new account in order to win 100+ just like it
• Contract ComplianceI lost $1.5M in revenue for breaking one rule of a 30 page agreement

The champions and executive relationships that create access, trust, and influence.

Growth Drivers

• Status with ChampionMy client Champion would put his career on the line to grow and protect our relationship.
• Executive AccessI gained access to the top executive by solving a risk problem, not a growth problem, and saved them over $70M.
• Internal Executive Buy-InWe Gained the Support of the Internal Executive and Became the #1 Supplier in a $45M Program.

The proof, differentiation, and intelligence that make a partnership hard to replace.

Growth Drivers

• Competitive IntelligenceWe didn't want to just beat our competition; we wanted to end them.
• Value DifferentiationI told a prospect spending $10M+ across 12 Vendors that we'd eventually replace all of them, and that's exactly what we did.
• Proof PointsHow one Proof Point showed we were saving our customer $1M per day

The account insight and commercial reach that turn one foothold into broader growth.

Growth Drivers

• Account IntelTurning a $2m account stuck in neutral to a $50m customer by gathering better account intelligence
• Account DiversificationIn two years, we increased revenue at a key account by 470% through account diversification without making a single sales call.
• Pipeline ManagementWhen we changed why our team manages pipeline, 0 deals became 80 in 90 days and $6M in new revenue followed.

The internal and external alignment that makes shared work easier to scale.

Growth Drivers

• Account Team CollaborationBecoming the #1 vendor in the world's largest life sciences company is a team sport.
• Third Party CollaborationHow successfully partnering with third-party vendors helped us become the prime vendor in a $12M program
• Business ReviewsHow running strategic business reviews doubled our revenue growth in key accounts.

The processes and forecasting discipline that make growth more repeatable.

Growth Drivers

• RFP VolumeOur client issued an RFP for $30m that we created for them and won
• Sales ProcessMy Executive Sales Leader Coached Me on MEDDPICC and Helped Me Land a $48M Opportunity
• Forecast AccuracyStarting our Sales Process before forecasting helped us achieve 150% of goal.

The advocacy and brand strength that extend a partnership beyond the current deal.

Growth Drivers

• Market Share GrowthHow we defended $10M in market share when a board member brought in a competitor.
• Brand LeverageA key account case study: increasing a $5M account to $60M through brand management.
• Customer AdvocacyHow one customer advocate helped us expand into 50 new accounts across an entire industry.

MORE STORIES

Key Account Growth

Additional stories from complex key-account partnerships.

• Exclusive Supplier PartnershipWe got a key account to cancel 30 supplier contracts and give it to us at $10M in ARR.
• Long-Term Account GrowthWe signed a contract for $30M that turned into $500M.
• Contract Renewal DefenseWhat I learned after spending 1.5 years negotiating a $40M contract renewal.