KAM Customer Life Cycle
Jermaine Edwards
MARCH 17, 2020
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”. Core question: How are we making ourselves easy to choose as a partner? At some stage in your customer relationship, your customer will make decisions on the future use of your services.
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