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For all the promises Key Account Management (KAM) programs make around developing strategic relationships and driving consistent, predictable revenue growth, almost half of key account programs fail or need to be rebuilt (Gartner). Unsurprisingly, this dynamic has left commercial leaders wondering if the benefits outweigh the headache. That’s why we’ve created an actionable approach to enable commercial leaders to build and transform KAM programs into indispensable tools for unlocking growth.
Download the framework for all the details on developing a KAM program and get our checklist of five to-dos.
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Prioritize building long-term, collaborative partnerships based on mutual trust and value creation, rather than short-term sales activities/transactions.
Identify, align, and engage the right accounts with tailored revenue motions and seamless cross-functional collaboration.
Ensure teams possess the skills, expertise, and management mechanisms needed to drive key account success.