Case Study

Version One: Named-Account Marketing Program Increases Engagement And Sales Results

January 1st, 2018

Summary

There are many drivers of change for today’s B2B organizations. From competitive pressures to leadership changes and internal growth challenges, there are myriad possible inputs that require sales and marketing teams to be nimble while staying in concert with each other. Transitioning from a transactional business model to an enterprise model requires marketing to adjust how it provides value to the organization. In this case study, we describe how VersionOne designed and implemented a named-account marketing approach to align marketing to a sales model focused on its most important accounts.

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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.