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Industries overview

Technology

Build mindshare and market share fast

Financial Services

Accelerate performance and build future-ready foundations

Consumer

Create experiences
that build affinity and
fuel sales

Healthcare

Drive growth amid mounting complexity

Industrial

Make fresh inroads
and deepen existing relationships

High Growth

Shape innovative brands, gain visibility and build authority

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Unlocking growth through the power of key account programs

Transform key account management programs into indispensable tools

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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The following are three areas of focus that are crucial to a successful KAM program...

Strategy Development

Prioritize building long-term, collaborative partnerships based on mutual trust and value creation, rather than short-term sales activities/transactions.

Foundation Elements

Identify, align, and engage the right accounts with tailored revenue motions and seamless cross-functional collaboration.

 

Supporting Infrastructure

Ensure teams possess the skills, expertise, and management mechanisms needed to drive key account success.

What’s Next?

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