Account Development Optimization Program

Digital transformation (technology as a differentiator) and changing buying behaviour have disrupted traditional business applications/IT account management strategies, leaving many IT partners with outdated customer engagement processes that no longer produce predictable results/growth.

Are You Creating a Deep Level of Emotional Engagement With Your Cloud Customers?

The Account Development Optimization Program focuses on the strategic account planning (including up-sell and cross-sell motions), and account engagement tactics that significantly expands customer wallet share and increases customer lifetime value

AI messaging and positioning can differentiate you in the sales cycle. At the same time, economic contraction and capital preservation are predominant. Selling has become more complex, and the risk of deals ending in a “no decision” has increased. Much of your revenue is still extracted from your existing customer base, and increasing your up-and-cross-sell activities is important.

A disruptive value-based narrative is helpful when used in a customer acquisition storyline; however, penetrating and upselling an existing customer requires an entirely different narrative and skill set. In this program you will learn how to grow your sensitive account base by mastering the “Status Quo Bias” and other account management best practices and strategies so you can sustain your growth momentum.

Facilitators

Christian Lehmann

Chief Growth Officer

Christian Lehmann leverages his 15 years of executive leadership and expertise in the IT sector to help technology providers accelerate and scale their Microsoft focused practices. He is passionate about helping partners drive growth, increase margins, scale delivery, improve the pre and post sales motion and drive cloud business model and behavioral change. As a former CEO of one of Europe’s largest Dynamics partners, he truly cares about people and can lead any major change – no matter if it is IT-driven, refers to organization development or human resource capabilities. Christian knows how to build project teams that deliver value and helps partners develop strategies that get results. He also brings his former research and expertise as a University Professor of Economics and Business Management at international universities to help partners understand the critical principles and dynamics of behavioral economics and SaaS business model change.

Joe DeHaai

Chief Sales Strategist

Joe brings decades of experience in the realm of business advisory services, with a laser focus on fostering growth and enhancing customer acquisition. His expertise extends beyond conventional sales processes, embracing the principles of behavioral science to help professional services and technology firms optimize their go-to-market strategies. Joe is renowned for his ability to shift sales approaches from traditional feature-and-function selling to a strategy deeply rooted in industry-specific and business value propositions, harnessing the power of neuro-engagement concepts. During his tenure at RSM, Joe’s leadership steered the business applications consulting practice through a remarkable transformation, propelling significant growth. Under his guidance, the team expanded from a modest 4 sellers generating $15 million in revenue to a formidable force of 32 sellers, collectively driving over $500 million.