TRACK: SALES ALIGNMENT & ENABLEMENT
How does a world-leading industrial and engineering software firm like AVEVA redefine customer-centricity? With a pre-existing and transactional relationship with global pharma titan GSK, AVEVA recognized the untapped potential to elevate this partnership to form the strategic cornerstone of their Life Sciences focus.
Enter Andrew Reed, Director, Account Based Marketing Programs at AVEVA. Envisioning an Account-based strategy as the key to this transformation, he and his Marketing team partnered with specialist ABM Agency, strategicabm to craft an AVEVA-exclusive approach of building a specialized marketing engagement program tailored uniquely for GSK.
Andrew, together with Fes Askari of strategicabm, will take a deep dive into the program and share what they have learned on this special ABM journey, including:
- The power of insights
- The value of crafting a client-specific value proposition
- Getting under the skin of a single account
- Building relationships with key stakeholders
- Key learnings