Helping a global supply chain company align marketing and sales of each named account
Challenge
The Europe based global supply chain firm had recently hired an ambitious and growth-focused Head of Marketing to their team. The Head of Marketing was headstrong on winning enterprise logos across key markets by building strong alignment between ‘sales’ and ‘marketing’ teams at a Global + Country + Account level right from the ‘account plan’ stage.
Solution
Business Brainz worked with the marketing team at HQ to build a detailed account plan. The enormous amount of insight identified high-level priorities being chased by each target account. Most importantly revealed insight around supply chain initiatives and key supply chain vendors at all of 75+ target accounts. Every insight report was built to compliment their account plans, bring ‘marketing’ and ‘sales’ on the same page with their knowledge about each named account and personalize their outreaches.
Outcome
Our reports:
- Provided Head of Marketing with an in-depth intel on each enterprise account
- Helped formulate a highly detailed account plan in place
- Identified cross-sell and up-sell opportunities by identifying unique inroads into every account
- Align ‘marketing’ and ‘sales’ with their knowledge about each named account
Despite global challenges, they are expecting to close 15-20% more deals with the help of account intelligence provided by Business Brainz.
We are still working with the global company to support their marketing activities. Our insight reports have been contributory in developing content for their marketing team as well as ramp up sales efforts for their reps.