Revamp Your Key Account Management Strategy

Break the trend of underperformance and unlock growth.

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    Nearly four out of five sales organizations experience the frustrating cycle of rebuilding their key account programs every few years to address consistent underperformance. The key account management strategy must be reimagined to increase retention and growth while optimizing resources. 

    Use this guide to: 

    • Uncover the three common problems with key account management strategies 
    • Identify the four shifts in principles required for improved returns 
    • Build a roadmap to drive growth in the short term and long term

    About this research

    We surveyed more than 600 key customers on their experiences working with a key supplier and the value they gained from the business relationship. We conducted a survey of over 350 KAMs to understand how their organizations manage their most important accounts. We also surveyed 69 CSOs to understand the top strategic priorities for their organizations and interviewed 64 sales leaders on their key account management strategies and tactics for driving growth in their key accounts.