Case Studies

Case StudiesCase 05 of 08

£47.4 million of new pipeline.

Enterprise technology Commercial growth

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05 / Strategic Business Development at a Fortune 100 Global Technology Vendor

A Fortune 100 technology vendor set out to grow its Tier-1 business internationally. Dormant relationships reopened, thirteen new Tier-1 accounts were engaged, and the pipeline reached £47.4 million by the end of 2019.

01 / The Situation

Grow internationally, at Tier-1 level.

The client, a Fortune 100 Global Technology Vendor and a leader in digital transformation and data-driven solutions, needed to accelerate growth across its international markets.

That meant stronger ties with Tier-1 Financial Services and Enterprise accounts, reviving dormant relationships and a bigger presence across the industry.

The challenge

  1. 01

    Tier-1 relationships

    Strengthen ties with Tier-1 Financial Services and Enterprise accounts.

  2. 02

    Dormant accounts

    Revive relationships that had gone quiet.

  3. 03

    Industry presence

    Expand the vendor's presence across the industry.

02 / The Work

Rooms, relationships and a faster sales cycle.

  1. 01

    Events and executive briefings

    Events, roundtables and executive briefings for Tier-1 accounts, run with 12 Client Directors.

  2. 02

    Customer site meetings

    Meetings at customer sites to deepen relationships.

  3. 03

    A streamlined sales cycle

    A sales cycle streamlined so Client Directors could protect existing business while pursuing new opportunities.

  4. 04

    Re-engagement

    Inactive clients and partners brought back into conversation.

Fig. 1Twelve months of Tier-1 growth

A twelve-month timeline: all KPIs exceeded within the first six months, 13 new Tier-1 accounts engaged, and a £47.4 million pipeline by year end.

Diagram by Saizen Acuity. Figures as published; the order in which accounts were engaged is illustrative.

03 / The Outcome

Results not seen in over a decade.

£47.4m

Pipeline by the end of 2019

Result

13

New Tier-1 Financial Services and Enterprise accounts

Result

12

Client Directors in the programme

Scope

  • All KPIs exceeded

    Qualitative

    Within the first six months.

  • 13 new Tier-1 accounts

    Result

    Engagements with 13 new Tier-1 Financial Services and Enterprise accounts, which the study notes had not been achieved in over a decade.

  • Multi-party NDAs

    Qualitative

    Put in place between the Group companies and major Tier-1 clients.

  • Industry visibility

    Qualitative

    Initiatives at key industry events raised the client's visibility in Financial Services.

  • A wider footprint

    Qualitative

    A refined sales cycle and an expanded international footprint.

  • £47.4 million pipeline

    Result

    Generated by the end of 2019.

How we grade evidence Result · Projection · Target · Qualitative · Scope

04 / What It Shows

What other leaders can take from it.

  1. 01

    Tier-1 relationships are rebuilt in rooms: briefings, roundtables and site visits.

  2. 02

    Freeing Client Directors to protect existing business is what lets new business grow beside it.

  3. 03

    Dormant relationships are an asset. Re-engagement is often faster than a cold start.

· / Source Record

Where this comes from.

Every statement on this page is taken from the original case study. Where the study is silent, this page says so rather than filling the gap.

Last reviewed
20 October 2026
Figures
As published in the study. Saizen Acuity has not re-audited them for this page.
Figure 1
Illustrative unless its caption says otherwise.