CHALLENGE

A  consulting firm specialised in systems integrators and passionate about helping companies flourish. Through a portfolio of management consulting, implementation, and support services, they help clients compete with the largest global enterprises with powerful, easy-to-use, affordable industry solutions. They saw a great opportunity to add value to their accounts without overstretching the existing workload which would increase their revenue and client satisfaction. They sought Pearl West Academy’s support for sales and strategic account acquisition.

SOLUTION

The consulting company engaged Pearl West Academy to help implement a strategic account acquisition process, build strategic accounts, and build Annual Reoccurring Revenue(ARR) for their team of consultants and sales leaders. Pearl West Academy:

  • Analysed the targeted markets the client request for revenue generation.
  • Sales Goals- Pearl West Identified potential customers suitable for the product and services, and establish goals that were comfortable for the client and for us. As part of our sales plan, we identify what we are trying to achieve as well as help personnel understands where they fit in.
  • Sales Activities- Determine which sales activities and targeted accounts would work best for the client’s products and services.
  • Timeline- A sales plan was introduced with a realistic time frame, factoring unforeseen adjustments or in case of completion ahead of schedule.

 

RESULTS

After Pearl west Academy’s strategic account planning process was solidified and implemented, our consulting clients saw significant growth in its strategic accounts, including:

  • 500,000€ ARR in revenue from ideas generated during the 2-day Strategic Account Management training
  • 500,000€ in Add-Ons revenue generated from existing accounts attributed to the strategic account planning process
  • 1€ million in pipeline generated in existing accounts from the session

HIGHLIGHTS

Client: Consulting Firm
Industry: Technology
Services: Assessments, Strategic Account Management Consulting, and Sales Training