The primary challenge for the Engineering Services firm was their team of 16 account managers had deep technical expertise, thanks to their hands-on services background, but had difficulties in proactively growing the wallet share in their large key accounts and prevent competition from winning their clients. It was critical that they retained and expanded revenue within their client base to achieve their annual quota the following year.
The implementation of the 1 page account plans, deal creation changed the culture of sales with results showing within the first quarter. The firm successfully expanded their walletshare in primarily 2 hyperscalars with mega deals leading to a 28% revenue growth that year vs a target growth of 20%.
