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KAM Customer Life Cycle

Jermaine Edwards

One approach is that of Jim Sterne and Matt Cutler, as published in 2000 in a paper called “E-Metrics, Business Metrics For The New Economy”. There are different stages in the customer life cycle and various methods to define them. The paper illustrates one of the most effective views of the customer life cycle I’ve seen.

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Transforming Sales: How to Maximize Revenue in your Biggest Accounts

SBI

“Innovative” companies that embrace technological change may try to mash sales enablement tools together to try and DIY a viable solution to account planning but they continue to fail. Until Revegy, there wasn’t a platform built specifically for key account strategies. Follow Revegy on LinkedIn.