Case Study
Plans were scattered and visibility across teams and regions was limited. Without change, the program risked stalling—losing momentum, growth, and hard-earned customer trust."
As a global safety science leader, UL Solutions helps companies to demonstrate safety, enhance sustainability, strengthen security, deliver quality, manage risk, and achieve regulatory compliance.
UL Solutions, a global leader in safety science, struggled to unify account planning across its complex, multi-regional organization. The Global and Strategic Accounts team had the right processes, grounded in SAMA best practices. However, several critical challenges stood in the way of scaling impact. Plans were scattered and visibility across teams and regions was limited. Without change, the program risked stalling—losing momentum, growth, and hard-earned customer trust.
At the center of the issue was the lack of a centralized, actionable platform for managing and reporting on account plans across their global portfolio. Customer strategies were static, and teams struggled to align with shifting priorities. They needed technology to make account plans dynamic—living documents that could evolve as customer needs changed.
To move forward, UL Solutions needed a single source of truth that could bring structure to the program, improve collaboration, and connect the dots between planning, engagement, and execution.
Fragmented View: No centralized view of strategic account plans across business units.
Siloed Insights: Limited visibility across teams and regions, causing information silos.
Stagnant Strategies: Static customer strategies created missed opportunities for growth.
UL Solutions sat down with Valkre to implement a centralized platform based on SAMA’s best-practice framework, aiming to scale their strategic account program and bring clarity to a growing portfolio. The goal wasn’t just digitization—it was building a process aligned with how UL Solutions works across regions, COUs, and leadership tiers.
Valkre mapped SAMA’s nine enablers, five account manager competencies, and seven-step process to internal workflows followed by UL Solutions, resulting in an intuitive platform that streamlined account management, improved collaboration, and aligned teams on strategic priorities.
UL Solutions rolled out implementation in phases, starting with account managers, then onboarding cross-functional teams and executive sponsors with tailored guidance. This structure boosted collaboration, accountability, and visibility into each customer relationship.
By integrating with Salesforce and Power BI, Valkre reduced friction and supported adoption, syncing key data for consistent reporting and insight-sharing.
With Valkre, UL Solutions now treats account plans as living documents—flexible, real-time tools that help teams adapt quickly and focus on delivering long-term value that drives growth.
Centralized for Global Accounts
Role-Based Onboarding
Integrate Salesforce and Power BI
By embedding Valkre into their strategic account management process, UL Solutions built a scalable, transparent framework that aligned teams and leadership around customer goals. With value-creation plans driving every key account and a single platform to support them, UL Solutions deepened collaboration and became more agile. The team moved from fragmented execution to consistent, measurable value, firmly positioning UL Solutions as a strategic business partner in a complex, global environment.
Implementing Valkre account-planning technology has transformed how the Global and Strategic Account team operates and cooperates cross-functionally. It’s not just about efficiency; it’s about empowering our teams to sell smarter and build stronger long-term customer relationships.”
Elena Veneziani, Director, Sales Enablement at UL Solutions
