Andrew Milo

Where Business and Technology Meet

Success Story:
Farming and TLC Pays Off

Problem:
A software vendor knew that its impressive list of marquee accounts weren’t being leveraged as well as they could be for additional business.

Action:
In addition to his normal duties, Andrew was asked to design a program to appropriately farm these accounts for incremental revenue.  The company was looking for an additional $500,000 in volume over each of the next two years.

Using his position as a trusted advisor to the clients, Andrew was able to institute a recurring quarterly or bi-quarterly account review with each of the targeted companies.  The process provided a natural situation where relationships could be built and each client’s specific needs could be completely understood and digested.  Using this information as a basis, Andy presented additional products and services in a manner that directly benefited each client’s unique situation.

Result:
The program was a resounding success.  In the first year alone, over $3 million of repeat business was generated through the Strategic Account Initiative and Andrew was able to provide over 300% of the first year quota.  In addition, millions of dollars more in sales were closed in each of the following years.

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