A key account growth story
Executive Summary
In early 2025, a $1B+ global custom software, design, and AI consulting leader turned to ELEVATE to unlock the untapped potential within five of its highest-value enterprise accounts.
Their goal was clear:
- Deepen influence with key buyer contacts
- Expand into new buying groups
- Strengthen their presence across critical lines of business
The outcome would be two-fold: win more high-value strategic deals and protect wallet share from aggressive competitors.
By embedding our proven Key Customer Account Growth Framework, ELEVATE delivered a repeatable, insight-led program that united sales and marketing, elevated account intelligence, and drove measurable revenue outcomes. Within six months, the initiative delivered seven-figure pipeline activation, executive-level engagement, and a sustainable blueprint for account growth.
The Challenge
Despite strong technical credibility and a respected brand, the consultancy faced familiar enterprise-growth barriers:
- Relationships concentrated in too few stakeholders, leaving accounts vulnerable to competitive entry.
- Inconsistent outreach across account teams, leading to missed expansion opportunities.
- Limited sales–marketing integration, slowing the velocity of high-value deals.
- Gaps in actionable account intelligence to inform strategic engagement.
To hit ambitious growth targets, they needed to go beyond launching campaigns and create a repeatable, reliable system for account-centric growth. That system would then need to be piloted in five flagship accounts before being scaled across their top-tier portfolio.
Our Approach
We applied the ELEVATE Grow methodology, which provided a data-driven, relationship-led expansion model built for complex B2B sales environments. The program unfolded in six tightly connected workstreams:
- Account Intelligence & Alignment
Partnering directly with account owners, we established bespoke growth objectives for each priority account, mapping them to corporate revenue goals. This alignment ensured every move served both short-term wins and long-term relationship capital.- Executive Sponsorship & Cross-Functional Buy-In
Securing senior leadership support early ensured the program had visibility, authority, and the cross-functional commitment needed to move fast and decisively.- Stakeholder Mapping & Data Foundation
We identified existing champions, uncovered net-new influencers, and segmented contacts by buying center, role, and decision-making authority. Data gaps were closed, contact records enriched, and the marketing technology stack optimized for precision targeting.
- Content Enablement & Insight-Led Engagement
We built a curated content library — thought leadership, solution narratives, and business-unit-specific messaging — all aligned to the unique needs of each account. This enabled highly personalized, relevant, and timely engagement.- Consistent Multi-Channel Outreach
A dedicated outreach team executed persistent, respectful engagement via phone, email, and LinkedIn. Every touchpoint aimed to add value, open conversations, and surface new opportunities.- Analytics, Feedback & Continuous Optimization
Weekly progress reviews, monthly account deep-dives, and real-time performance dashboards allowed us to refine targeting, adjust messaging, and stay aligned with evolving account dynamics.
The Impact
In just six months, the program delivered high-value, measurable results including:
Pipeline & Revenue
- $1M+ in directly activated pipeline opportunities
- $35M in total marketing-influenced pipeline
- $590K in marketing-influenced closed revenue
Engagement Outcomes
- 25 executive meetings with senior stakeholders
- 1,000+ net-new buyers identified across new divisions and lines of business
Why It Worked
The results were driven by a disciplined, repeatable process that combined:
- Relationship expansion at scale via multi-threading across buying groups
- Sales–marketing interlock, which aligned motions, shared accountability
- Data-driven agility thanks to real-time insight informing real-time action
By transforming how these accounts were engaged, ELEVATE helped the client shift from reactive account management to proactive, strategic expansion by creating a model now being rolled out to other top-tier accounts.
Conclusion
This engagement demonstrates how ELEVATE Grow turns potential into realized revenue for enterprise organizations with complex sales cycles.
By embedding our frameworks and aligning people, process, and technology, we helped a global technology leader strengthen customer relationships, accelerate high-value deals, and protect against competitive erosion, proving that deeper relationships drive bigger wins and lasting impact.
