– SPONSORED CONTENT –


REVEGY POWERS CUSTOMER-CENTRIC SAM PROGRAMS


We all know that sustaining and growing


By Mark Kopcha CEO


Revegy


revenue within your key accounts is the most strategic and efficient way for a business to thrive. Miller Heiman’s 2018 Sales Effectiveness Study showed that companies


that ranked


their SAM planning program as “good” won 10 percent more business than companies who said their account planning program was “average.” Unfortunately, that same study also showed that companies’ abilities to execute strategic account plans that meet expectations dropped approximately 15 percent over the past five years.


If we know SAM is essen-


tial for revenue growth, why are companies getting worse at achieving results? Why the disconnect?


As your clients adapt and


compete, they are rewarding business to vendors they view as strategic part- ners. Strategic partners are B2B companies who make client business objectives their own. By nature, this means that winning business requires deeper insight into client accounts, a broader network of relationships, and strategic alignment.


Revegy, a leading platform for account


revenue optimization, enables companies to visualize what’s going on inside their largest accounts by mapping people, priorities and progress. Founded in 2005, Revegy helps sales teams navigate the maze of changing relation- ships, competing interests and corporate poli- tics that accompany large accounts. More than 30,000 users around the world rely on Revegy


1 8 VE L O C I T Y ®


to manage nearly $25 billion in revenue. A customer-centric approach to revenue


optimization works. Based on the aggregated findings of our clients, companies that use Revegy for their strategic accounts see up to:


• 30% improvements in average deal size • 33% increase in closed deals • 10% revenue growth in key accounts Says Charlie Jonesrebandt, Director, Process


A customer-centric


approach to revenue optimization works


Alignment and Integration at Siemens Digital Industries Software: “Revegy helps us deter- mine where the customer is going with their business and how we can help them get there. And that’s our goal: to help our customers achieve their objectives.”


To further understand how


to get your SAM program back on the path toward optimized revenue growth, let’s first take a look at the most common hindrances to growth within the enterprise B2B landscape.


When did paperwork surpass people? The practice of account management was


established on the premise that relationships should extend beyond the transactional point- of-sale. Companies universally agree that nur- turing client relationships is not only key to retaining business but also to growing revenue. Account planning has great foundational prin- ciples, so where did everything go awry?


The problem is a result of increasingly com- plex solutions to an increasingly complex sales


VOL. 21 ISSUE 3 2019


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