Case Study: Diebold Nixdorf achieves scalable, automated global key account management with DemandFarm

DemandFarm helps one of the world’s Top 10 technology companies to scale its account management process globally.

Diebold Nixdorf, a global fintech and banking/retail solutions leader, faced the challenge of scaling and standardizing strategic account management across hundreds of key accounts and multiple countries. They needed a tool that would integrate with Salesforce, eliminate manual document-driven account plans, support continuous three-year account planning, and enable cross-functional collaboration — requirements that led them to select DemandFarm’s key account planning and management platform.

DemandFarm implemented an account planning solution built on top of Salesforce CRM that automated data capture (accounts, opportunities, contacts, contracts, meetings), enabled real-time account strategy, online reviews, whitespace analysis and multi-level relationship management, and replaced disparate documents with standardized, scalable plans. The DemandFarm rollout (with pilot, change management and cleaned CRM data) delivered real-time visibility, reduced preparation effort, improved pipeline hygiene and orchestration of actions across teams — driving more consistent account planning, easier coaching and an improved win rate for Diebold Nixdorf.

Diebold Nixdorf