We sat down with IT buyers from Exelon, Starbucks, Vanguard, and BB&T to find out how, when, and where to expand your footprint within your top accounts.
In this guide, you’ll learn:
- When to begin the expansion process
- How to make the initial ask without rubbing your POC the wrong way
- How to demonstrate value to new prospects within the organization
- When to bring in your tech experts during the sales cycle
- How to maintain the broader relationship over the long term.