Global/key account strategy

Key account strategy relates to the process of identifying an organization’s key accounts and differentiating the commercial motions and service levels to account for the unique needs and nuances of these accounts. Typically, key accounts are the highest value existing customers, both from an existing revenue and long-term opportunity perspective, and have a high strategic importance to the company due to the potential for joint innovation or market influence. Key account programs are often reserved for between 5 – 50 companies, as there is often a high degree of personalization and dedicated support allocated to their accounts.