Establishing CxO relationships to grow and accelerate deals for Dell Technologies

Establishing a program across markets for Dell Technologies that builds peer-to-peer relationships and influences the c-suite agenda across strategic accounts.

The Challenge

To establish a program across markets for Dell Technologies that builds peer-to-peer relationships and influences the c-suite agenda across strategic accounts.

The Approach

To work with Dell across their program to engage decision-makers and CxOs in key accounts for Americas, Asia and EMEA. Beginning with profiling executives and developing executive content, we then built relationships through 1:1 meetings, virtual events and social – all brought together in a single relationship strategy.

The Impact

We’ve been successful in building deeper decision-maker relationships in 81% of the 300 key accounts and have delivered significant pipeline. This came from creating a 37% success rate in securing CxO meetings and increase in CxO business leader relationships from 1% to 10%.

200

C-level decision makers

450

Engagement with Top 3,000

39

Event attendees