Expanding existing accounts
I am in a position where I have inherited 3 spending accounts. All 3 accounts should spend at least 5x more with us based on their business and how we can support their initiatives etc.
A large part of my plans for next year is expanding these accounts, and i have put together some compelling reasons why they should at least engage with us outside of the current use cases.
Now, the logical step would be to run these plans by my champion, sense check and ask to be introduced to the relevant teams within the organisation - BUT, i don't have any champions in these accounts yet - They are all inherited contacts, and are all 'hugging' my solution a bit meaning asking them for referrals is proving slow to yield results.
Has any body been in a similar position? If so, how did you negate the situation and open the conversation up into other teams within the org?
Thanks for any help/advice in advance!