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Industry: Hi-tech, Solution: Revenue growth, SFDC product: Salesforce.com Sales cloud 

Enhance sales using focused Strategic Account Management (SAM) process in a global high tech engineering services industry  

Customer

Our customer is a global leader in engineering services with over 10,000 employees spread across 70 global delivery centers. They have a very account focused sales strategy and their goal is to engage strategically and maximise outcomes from fewer accounts. The need was to define and implement Salesforce.com Sales cloud CRM which is aligned to their business model. 

Idea

Strategic account management is all about building trusted Customer relationship and nurturing an engagement with discipline and relentless focus. The idea is to define an account management methodology using Salesforce.com Sales cloud to drive a structured customer engagement process. Using Salesforce.com Sales cloud, our customer was able to drive processes like account based marketing, account idea planning / approvals, account idea execution, engagement planning, resource deployment for opportunity identification, potential planning, contact mapping and contact plans, competition mapping and sales budget for account acquisition and nurturing.  

Impact

01

Drive stronger account management process compliance and improved customer engagement initiatives.

02

Though this SAM framework on Salesforce.com, our customer sales team could generate opportunity not just enter it in CRM. 

03

Sales cloud also helped improve collaboration across the stakeholders and also bought higher degree of visibility into customer engagements.