KAM With Passion

MARCH 28, 2022

Green belt situation example: Acquisition of a CRM system . For example, a company wants to buy and implement a CRM system. The Global Sales VP is the sponsor of the project without being directly involved in the decision. You might wonder why we consider a CRM project as a truly complex sales but only at a green belt level?

Procurement 130

Procurement Stakeholders CRM Government 130

KAM With Passion

MARCH 17, 2022

Once this organisation will have progressed enough on complex sales and on basic account management, it be in a much stronger position to enhance and expand its KAM intiative. That, in order to well manage their customers, companies operating in a complex environment need to develop 3 types of commercial capabilities.

Key Account Management 130

Key Account Management Account Management Co-Creation Global Accounts 130

Revegy

JANUARY 5, 2021

SiriusDecisions defines account-based models , or account management, as representations of a strategic approach that align resources against a set of defined accounts and goals in a way that is relevant and valuable to those accounts and to sales/partners. Global Account Management.

Account Management 105

Account Management Global Accounts Management Account Planning 105

Revegy

JANUARY 5, 2021

SiriusDecisions defines account-based models , or account management, as representations of a strategic approach that align resources against a set of defined accounts and goals in a way that is relevant and valuable to those accounts and to sales/partners. Global Account Management.

Account Management 52

Account Management Global Accounts Management Account Planning 52