The Customer A leading provider of high technology, including hardware, software, services, and complete solutions. The Need To implement a global “named account” sales strategy, you need deep knowledge of your prospects and customers. This high-tech company knows that successfully moving from pure geographic territories to a named account approach would allow for stronger relationships and increased revenue, but it’s struggling to recognize the relationships of companies in a corporate family when company names are different. Also, the company typically makes 1–2 new acquisitions every quarter, so the named account strategy has to provide for ongoing consolidation of customer lists from those new acquisitions. The Challenge Like many high-tech companies, this firm has a large, diverse

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