Case Studies

Starting the Journey

Growing Strategic Accounts

The Client

Spirax Sarco is the global leader in steam management for sectors including food and beverage, chemicals, OEM and healthcare.  It provides products and services that improve process productivity, reduce energy costs and better manage the environmental impact of activities.

Brightbridge has worked with the organisation across three years accelerating the advancement of Strategic Account Management

“Brightbridge brings real expertise in Key Account Management and Value Selling. They have partnered effectively with my team to initiate and drive better customer strategies and stronger implementation. They develop programs that raise customer focus and business performance.”

Lorraine Wiseman, President Spirax Sarco USA, Starting the Journey

The Need

With a large number of blue chip customers who are increasingly demanding and ambitious competitors Spirax Sarco sought to develop its philosophy of ‘Customer-First’ through a structured program to prioritise and develop customers offering long term potential for mutual growth, profitability and delivery of strategic objectives

  • Sector

    Technology

  • Insights

    Successful Start

  • Key Service

    Key Accounts

The Solution

To effectively develop such customers, we helped create clear plans, deliver skill upgrades and strengthen organisational alignment across functions.  Through a ‘joined-up’ series of activities we –

  • Engaged cross functional leaders in workshops, meetings and through conference presentations
  • Facilitated the development of comprehensive account plans for top customers including Exxon Mobil and PepsiCo
  • Provided comprehensive Value Selling training to Account and sales leaders
  • Set up a Strategic Account Management Steering group
  • Designed and led activities to develop Strategic Marketing and branding

The Results

Momentum is building.  Strategic Accounts have growth more than +150% in the past year, higher level relationships have been established with key decision makers and value pricing activities have delivered tangible upsides.  Strategic Account Management continues to rolled out with a continuous strengthening of internal and customer engagement.