How BlackLine Doubled Revenue with Key Account Technology

Account Management

We’re excited to share that we’ll be co-presenting a session with Shawn Green, Vice President of BlackLine at the 2017 Annual SAMA Conference!

Over the past ten years, BlackLine has experienced unrivaled growth. The company now has more than 1,700 clients and 165,000 users, covering over 130 countries. In this session, we’ll reveal the secrets behind BlackLine’s winning strategy for customer value and revenue growth.

Here’s a sneak peek into some of the content that we’ll cover during this session.

Shifting to a SAM Model

Like many other companies, Blackline historically focused on net new business and adding new logos. They realized that to accelerate growth, they needed to focus on expanding strategic solutions across their existing install base of customers. Their vision was to build a long-term model and blueprint to empower their account teams to drive joint value with customers.

Technology’s Role Within the New SAM Model

Partnering with Revegy, they successfully built a repeatable SAM framework and met each of their goals by leveraging purpose-built account planning and execution technology.

The technology-enabled strategic account management program allowed their teams to:
• Visualize relationships in a whole new light
• Align solutions with customer strategy to deliver value
• Uncover white space and more strategic opportunities
• Facilitate team-based collaboration and deliver customer-facing close plans

X2 Revenue Growth within Key Account Teams

Their new visual approach has changed the way that they see and understand their customers strategically and globally. Their centralized, standardized account plans drive global collaboration, and they are now in front of the RIGHT people at the RIGHT time to discuss the problems they can help them solve.

As a result, the revenue generated within their key account team DOUBLED in just 6 quarters. Further, they now uncover organic footprint and net new opportunities, and have a proven framework for creating expansion opportunities within billion-dollar accounts.

If you’re going to SAMA, join our session on Tuesday, 5/23 from 1:30pm – 3:00 pm at the Gaylord National Convention Center in National Harbor, MD with Shawn Green to learn more about BlackLine’s winning strategy to long-term revenue growth. If you’re not signed up yet, register to attend SAMA 2017 today!