Gartner Research

Case Study: Performance-Based Key Account (Re)Tiering Strategy (Verisk)

Summary

Underperforming key accounts are difficult for suppliers to manage without threatening long-standing relationships and client retention. This case study shows chief sales officers how to proactively manage and adjust key account relationships for mutual benefit.

Published: 14 June 2021

ID: G00750597

Analyst(s): Sales Research Team

Table Of Contents

Overview

Solution Highlights

Challenge

Solution Overview

Results

Recommendations

About This Research

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