ABOUT

Uniting Dell sales and marketing to deliver a high-impact, precise and measurable go-to-market strategy for CxOs

Dell needed to engage with customers earlier and more consistently throughout the buying cycle, elevate the conversation to an exec audience and tell the complete Dell Technologies story, and ultimately influence and enhance its sales pipeline.

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"Two exec tables filled at an event last year, 12 tables filled with execs one year later thanks to the program."

Dayne Turbitt, SVP UKI,
Dell Technologies

SOLUTION

A new focus on who to talk to, where the revenue is and aligning this with marketing

We created ExecHub – a new kind of profiling platform designed to provide the insights needed for Dell show greater relevance and have more profitable customer engagements. For the first time, Dell was able to track the relationship status of key C-level stakeholders within key accounts, and sharpen how they engage with CxO audiences.

IMPACT

Dell sales activity supported
with an insight-driven approach

Accessible anywhere, from any device, ExecHub has: unlocked exclusive insights; pinpointed customer talking points, challenges and spending threats enabling Dell to act; tracked and measured key contact relationship status; monitored and measured executive engagement across all accounts; built a profile across the c-suite including org-charts; enriched conversations at the click of a button.

200

C-level decision makers

450

Engagement with Top 3,000

39

Event attendees

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