Increase Account Penetration with Executive Sponsor Programs
Executive Sponsor Programs provide an opportunity to connect with major strategic accounts on an executive level. These programs drive account relationships across the enterprise, and extend sales and solution penetration. Teams explore customer-specific issues and challenges, industry trends and organizational priorities for sales/service solution development and collaboration.
These one-on-one interactions foster “partner” relationships that drive long-term strategic relationships.
Sample Scorecard
| Areas covered |
Average Results |
Sales
|
| Customer retention |
6% increase in retention |
| “Wallet share” spending from current customers |
15% increase in Board Member purchases |
| New customers |
22% increase in new sales |
Marketing
|
| Positioning and brand messages |
Valuable market differentiation |
| Reference-able accounts |
10 additional Customer references |
| Cost avoidance of ineffective marketing campaigns |
Optimized marketing budgets |
Product
|
| Success rate of new product introductions |
Consistent product introduction success and improved market adoption |
| Number of new products in development (innovation) |
Increased ideas for new offerings that match market needs |
| Cost avoidance (invalidated/off-the-mark product releases) |
Optimized product launches |
Customer Service
|
| Satisfaction levels |
12% increase in satisfaction |
| Cross-sell / Add-on sales opportunities |
16% revenue increase from additional opportunities |
*Typically narrowed to 3 or 4 items to measure and track