case study: Sony Online Marketing Account ManagementSony Online Marketing Account Logo


Training Focus worked with the Online Marketing team (formerly CiG) within Sony to develop and deliver a consultancy and training strategy with the aims of:

  • Facilitating the development of an account management strategy for the CiG

  • Provide each account manager with the techniques needed to professionally manage their accounts

  • Facilitate the development of strategies to improve existing relations and further encourage clients to use the CiG services

  • Provide consistency across the CiG account management team

An eight-phase programme was delivered over a period of ten months successfully achieving these aims. The initial phases comprised a global, client feedback survey and account management training for all team members involved. The results from the survey were then integrated in to the following phases to ensure that the account management strategies developed were focused on client needs. The subsequent rebranding of CiG to Online Marketing along with the piloting, review and full rollout, all proved a great success as measured by a second, follow-up client feedback survey. Further training is now being given to new, support members for the account management process.

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