BMC wanted to change its business culture from a point-product focus to a business-problem focus. The company also wanted to align a myriad of sales cultures and business processes into a streamlined account management model.
BMC Software
Critical Path Strategies facilitated a series of process-based account planning sessions that helped BMC's account teams identify major opportunities based on its customers’ critical success factors.
- More than 200 sales professionals developed clearly defined milestones, value propositions, and strategic action plans to expand senior-level relationships within key accounts
- Account representatives estimated ability to close Tier 1 deals jumped from 48 percent to 79 percent
- Account team awarded contract that helped them achieve 154 percent of objective