Client

Mid-sized VAR

Challenge

  • Relationship with a Key Account was deteriorating (a low Transactional)
  • Communication and resource availability problems were worsening

Brookeside Approach

  • Used salesEQUITY to analyze the relationship
  • Conducted a one-day Action Planning Workshop to address the findings
  • Produced a 90-day plan to ensure follow-through

Results

  • Client restored its level of spend
  • Saved $250,000 in business in one year
  • Produced a 625% return on the project value in the first year

Client

Mid-sized VAR

Challenge

  • Grow a $1 million account with a state health agency

Brookeside Approach

  • Used salesEQUITY to analyze the relationship
  • Presented management with an executive review
  • Provided one-on-one coaching and a planning session for this account

Results

  • Account grew to $1.5 million in the first year (50% improvement)
  • Produced a 1,000%+ return on the project value in the first year
  • The health agency how actively recommends the client to other divisions and peers