Strategy:

Build trust-based relationships between targeted C-level executives and major account sales executives

Tactic:

Create activities/events that will capture the interest
of the targeted C-level executives and facilitate relationship building

Leverage:

International Regatta

Implementation:

Exclusive world-class events & retreats that included:

 • C-level guests participating in a business leaders roundtable forum with peers and experts

 • Unique social activities with guests and spouses

 • Exceptional access to a global competition and the participating athletes

 • Deliverables for after-event follow-up meetings

Results:

 • 295 targeted executives attended five events

 • Over $214.3 million in incremental sales during the following year was directly attributed to this program