Strategic customers offer 2x - 10x growth potential vs. company average growth
But the cold, hard truth = Key Account program success is illusive for most organizations
95% of sales executives expect above average KAM growth
42% of companies report meeting expectations
Source: Gartner
Here are some uncomfortable truths:
High failure rates
Nearly 70% of KAM programs fail or are re-launched within first 3-4 years. (Gartner, SAMA)
Uncertain results
No guarantee of significant results or acceptable ROI vs. using routine selling tactics.
KAM in name only
Many programs remain focused primarily on revenue growth, rather than value creation.
No pain, no gain
KAM requires new capabilities: Companies that resist change, don’t succeed.
KAM is a business growth strategy.
You need a blueprint for execution.
The Strategic Account Acceleration Blueprint provides a framework for understanding the must-have capabilities and competencies to accelerate time-to-results and de-risk strategy execution.
The Acceleration Blueprint helps you to...
Navigate Complexity
Cross-functional alignment on KAM strategy, account selection, resources and customer goals are essential to simplify the complexity of strategic customer management.
Drive Engagement
You need to build new relationships and understand the desired outcomes that create meaningful customer value. Use those insights to tailor solutions to deliver on expectations.
Build Momentum
It’s all about execution. You’ll learn how to measure impact and drive results, involve others to promote success, and respond to market and internal changes to optimize KAM performance.
Expertise in building your KAM capabilities
We offer advisory services, consulting, and workshops to help companies meet the expectations of their strategic customers.
KAM business model
KAM is a different way of working and needs to integrate with your systems, structures and processes over time. We’ll design a blueprint to get you there.
Stakeholder alignment
KAM is a team sport, and you need active support and involvement from other internal groups to deliver customer expectations. We help you build those bridges.
Value co-creation
KAM is about creating customer-recognized value for high potential accounts. We show you a powerful way to engage customers in defining attractive solution ideas.
Talent development and mentoring
KAM leaders are the heart of the program and main drivers of its success. We work with you to profile, develop and coach them and extended team members.
KAM program management
Successful KAM programs measure results and focus on continuous improvement. We’ll outline the metrics, tools, training, and other programs for sustainable outcomes.
How we help you
Advisory
Work 1-on-1 with you and/or direct reports on issues of immediate importance. High touch, fast response.
How does this work?
Consulting
Performance improvement-focused engagement with defined scope of work.
Get expert help
Workshops
Tailored, issue-driven 1-2 days workshops with optional 90-day follow-on guidance.
Check Workshop topics
Our programs are NOT for everyone
We look for four critical criteria in client situations:
1
Senior executive's willingness to actively support the key account program with resources.
2
You recognize that customer value creation, not short-term results, is the “key” to unlocking KAM’s potential.
3
You understand culture and process change are necessary to meet customer expectations.
4
You know that progress is not linear, and the KAM journey will have turbulence. We got your back!
My ideal clients
Sales leader looking to re-energize a KAM program and achieve a more significant impact
Business Development executive who needs to create momentum with 1-2 target accounts
Automation, Electronics, and Industrial companies > $100M revenue committed to KAM success
General Manager or Division Leader eager to develop organic growth strategies with top customers
Three ways to get started
The 9 Must-Have SAM Capabilities
Understand the capabilities and changes needed to succeed
Download the Blueprint
Assess Your KAM Program
Spend < 3 minutes to assess your current KAM strategy and execution
Take the Assessment
KAM Foundation Workshop
Establish the foundation for building a solid program for strategic customer growth
Workshop