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Selling Enterprise Software to Whirlpool? An ABM Cheat Sheet from LeadBridge

Here are a few company facts and ABM insights to help you have more relevant conversations and align your solutions with the goals of the C-suite & VP’s in 2017 – happy selling!

Whirlpool is the world’s largest appliance manufacturer with over $21B in annual sales and 93,000 employees. Seven of their brands generate over $1B in sales annually, each. In 2017 their goals include achieving a global leading market share position, maintaining a winning brand and product portfolio, and implementing a ‘best cost’ global operating platform.

Whirlpool’s Top ABM Business Imperatives include:

Continue to Innovate: 100 new products launched in 2016 with $600M spent in R&D and $350M spent in brand marketing investments. Can your solution help Whirlpool maximize these significant investments in research and marketing?

IoT Connected Appliances: Partnership with Amazon that enables connected devices to order physical goods from Amazon when supplies are running low. How is your company helping other F500 firms tackle Internet of Things opportunities?

Top 3 Global Priorities:

1.) Drive above industry growth while expanding margins

2.) Implement robust cost productivity programs

3.) Improve working capital through inventory optimization

Can your technology help Whirlpool drive down operating costs, beat out competitors like Electrolux, GE, Kenmore, and Maytag, and improve margins in the 170 countries they sell to?

“One of the great things about Whirlpool is that our core values include teamwork and collaboration. We are not a company of silos; we are a company of collaboration and we do quite a few things to support and encourage that. In this case, we would work with the Engineering team, the Digital Experience team that sits in our marketing function. We would talk to our sales guys, who are part of a cross-functional team. All the software and application designers are critical to this process as well, and then the product teams that are thinking about functions and features and, ultimately, the consumer experience we want to have designed into our products.”

– Michael Heim, Whirlpool CIO