How Aggreko gained complete transparency into the health of their accounts

About Aggreko

Aggreko is a supplier of temporary power generation equipment and of temperature control equipment using the latest fuels and storage solutions. As partners in the energy transition, Aggreko is committed to achieving Net-Zero across their operations by 2030 and across all their services by 2050.

This client case study is based on an interview with Jeff Raber, Head of Strategic Accounts at Aggreko.

Sector

Temporary power sector

Website

www.aggreko.com

Solutions used

ARPEDIO Account Management & Relationship Mapping

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The Challenges

Aggreko needed to upgrade their sales tech stack in order for them to take their account management program to the next level. They were facing several challenges:

The powerpoints they used for their account planning was out of date almost before it was finalized.
The strategic account managers found that there was no linkage between where they wanted to be, and how they were going to get there.
Aggreko was training their sales people in their sales methodology, but there was no actual follow-up on these best practices when the accounts were discussed with sales management.

The Solutions

To overcome their challenges, Aggreko teamed up with ARPEDIO and through close cooperation, Aggreko’s own sales methodology was quickly integrated into ARPEDIO’s Account Management and Relationship Mapping software.

Thus, they were able to mirror their sales training in the tools and gain complete transparency into the health across all of their accounts. Aggreko is now not only focused on what they want to accomplish, but also how they are going to reach their targets.

It can be a little more complex than what people usually use with their average sales reps, but by being able to take Aggreko’s own sales methodology and put that in the tool for the sales reps, while having a different one for the SAMs, was a huge benefit, and one of the main reasons why we chose to use ARPEDIO’s tool

Jeff Raber

Head of Strategic Accounts at Aggreko

The Results

The implementation of ARPEDIO has helped Aggreko in:

Gaining complete insight into the overall health of their top accounts.
Aligning the team, and letting leadership know where to focus.
Putting PowerPoint account plans completely behind them.
Becoming more proactive when it comes to next-best-steps and value-adding activities.

After the implementation of ARPEDIO’s platform, the team has achieved a much better viewpoint on what they need to do in order to take their accounts to the next level. They are now able to go through the various areas of the sales process, and with the account health scoring system they know exactly where to focus and step in, as well as where to spend their time and resources so it creates the most value.