Despite a presence in the data center of just about every major corporation, this multi-billion dollar company was facing challenges engaging top decision-makers. We worked with their strategic audience marketing team to define how relationship-building with C-level executives differed from traditional marketing and sales practices.

The new approach centered on valuable interactions and use of communication formats , channels, and timing tailored to executives. A critical piece was consistency across touch points, including development of account manager skills to guide meaningful conversations with senior leaders.