Client Story

Standing Up a Key Account Program to Drive Revenue

How Gartner helped British Standards Institution expand its key account program and reach revenue goals faster.

Mission-critical priority

Optimize revenue growth by focusing selling efforts on the highest-potential existing clients and presenting high-value offerings across siloed business units.  ​

How Gartner helped

Provided one-to-one guidance from Executive Partners and analysts, and access to the Seller Skill Assessment diagnostic and other tools to streamline key account program operations.

Business impact

Set a growth target of increasing revenue 1.5x faster than other internal functions and established a process to evaluate and validate key account alignment each year.



Professional Services



Approx. $930 Million




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