See how an enterprise technology firm used a test vs. control approach to improve account prioritization, driving more than $10MM in annual revenue improvement.

The Company

A major enterprise technology firm with a large sales force

The Challenge

The company’s sales force, while extensive, could only focus its time and resources on a portion of the prospect universe. To improve prioritization decisions, the organization needed a robust method to isolate the true incremental impact of increasing sales focus on particular accounts.

The Results

Based on APT’s findings, executives shifted long-standing strategic assumptions to prioritize accounts that were projected to respond best, driving more than $10MM in incremental revenue per year.

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