This case study shows how Mercuri International has helped one of the world’s most prominent companies and Europe’s largest technology conglomerate to form a closer and more effective relationship with key accounts and hence increase cross selling across different regions and industries. Managed accounts are now growing at twice the rate as non-managed accounts.
The challenge
A leading global tech company and Europe’s largest, providing innovative solutions in 190 countries. Strong key account relationships drive mutual value. Account managers navigate complex alignments with diverse customers. Mercuri International was chosen for its expertise and global reach.
Main goals:
- Grow, retain, and win market share.
- Increase account penetration.
“All of the training is applied immediately to our real customers and real life scenarios. All the programs, whether they are through e-learning or not, helped me to develop and implement a better account business plan.”
Attendee quote
The solution
The company invests in account managers with a 2-3 year blended learning program, including seminars, forums, e-learning, and virtual training. In partnership with Mercuri International, they designed a five-step program for 100 Global and 4000 Regional Account Managers. Mercuri’s experienced professionals quickly gained trust to create effective solutions.
The outcome
Thanks to the team’s active involvement in both designing and implementing the training program, the company achieved a:
- Increased account penetration and personal efficiency among account managers.
- Managed accounts growing at twice the rate of non-managed accounts.
- Clear ROI as training integrated with the company’s CRM and pipeline tools, enabling easy result tracking.
Conclusion
By partnering with Mercuri International, the company successfully enhanced its account management strategy, driving measurable growth and efficiency. This tailored program not only improved performance but also ensured long-term value for both the company and its customers.
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