Case Study: BT Global Services improves account penetration with SalesMethods OrgChartPlus

Driving sales transformation to meet the challenge of digital transformation

BT Global Services, a leading global telecoms provider, faced the challenge of a shifting market where customers were adopting a wider range of technologies and cloud services. To drive growth and build deeper customer relationships, BT initiated a Sales Transformation program and sought an enabling tool. They partnered with vendor SalesMethods to implement OrgChartPlus (OCP), a solution built natively in Salesforce.

SalesMethods implemented OCP to help BT develop detailed customer relationship plans and identify key stakeholders. The tool was customized to fit BT's specific account planning model and integrated essential data like Net Promoter Scores. This solution facilitated a more collaborative sales approach, which resulted in increased account penetration and a greater share of customer addressable spend. BT's sales teams found the tool intuitive and invaluable, leading to its full rollout across the Global Services division.

BT Global Services

Phil Blincko

Director Digital Sales & Marketing