Differences Between Key Account Management & Customer Success

Kapta

The terms key account management and customer success are often used interchangeably within organizations. Customer Success Key Account Management

Why Key Account Management Matters

Kapta

For most B2B companies, about 70% of annual revenue comes from existing customers. Your job as a key account manager (KAM) is to secure that revenue by delivering value to your customers. Strategic Account Management Account Management Key Account Management

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How the Key Account Management Process Feeds into KAM Software

Kapta

Breaking down the key account management process and how KAM software can help. Key account management is an essential function of your organization. Keep reading to learn all about the key account management process and how KAM software can help.

Customer Success Platform vs. Account Management Software

Kapta

The terms key account management and customer success are often used interchangeably within organizations. Customer Success Key Account Management

How Successful Key Account Managers Continually Build Their Skills

Kapta

Successful Key Account Managers (KAMs) are always learning—developing their skills and knowledge to keep driving forward. Strategic Account Management Account Management Key Account Management

The Fundamentals of Key Account Management

Kapta

There are many activities required for successful key account management. But getting started or improving your abilities as a key account manager (KAM) is easier when you know the fundamentals. Strategic Account Management Account Management Key Account Managemen

Your First 100 Days as an Account Management Leader Part 7: Ensuring Your Account Management Team Is Equipped

Kapta

Strong sales and account management leaders can pave the way to innovative, customer-centric workflows and organizational changes. Account Management Key Account Management Tools Account Planning

Leverage Buyer Psychology for Better Account Management Outcomes

Kapta

I really enjoyed working with Ed Powers on his KAMGenius course , Brain Friendly Key Account Management (that's me holding a model of a brain in the image above). I found it interesting how customers think about value and expectations, and what makes something memorable.

9 Advanced Concepts for Ultimate Key Account Management Success

Kapta

Key account management is a journey and along the way, key account managers (KAMs) are expected to develop and grow throughout their careers continually.

How Voice of Customer Software Improves Account Management Efficiency

Kapta

Even when you have a team of all-star key account managers, you need replicable business processes that everyone on the team can understand and follow. This consistency doesn't just help your account managers have a framework for doing their job well.

Underutilized Account Management Tools and Techniques

Kapta

Splitting your organization's accounts into general accounts, key accounts, and strategic accounts sets the foundation for your teams' entire strategy. Key Account Management

Reasons to Invest in Account Management Software

Kapta

The tools you choose to utilize will make or break your success. In the key account management world, all too often, we see that companies prefer to pair a customer relationship management platform with various software platforms to perform tasks and manage their clients.

Your Guide to Account Management Software in 2022

Kapta

Growing a strong account management team requires more than just good salespeople. It also requires solid account management software to support your team. Technology Account Management Key Account Management Tools

Your First 100 Days as an Account Management Leader Part 3: Why Are Customer Touch Points Important?

Kapta

When customers have any type of negative experience, it can have disastrous consequences for your business — both for keeping the account and when it comes to long-term revenue implications. Strategic Account Management Account Management Account Planning Key Account Management

Your First 100 Days as an Account Management Leader: Everything You Need to Know

Kapta

As an account management leader, there are a wide variety of responsibilities to manage. Voice of Customer Quarterly Business Reviews Customer Engagement Account Planning Key Account Management

Your First 100 Days as an Account Management Leader Part 1: How to Create a KAM Process

Kapta

Developing a strong key account management team can be a significant asset for your business. But strategic and key account management teams won't just emerge from your sales and AM department fully formed and ready to grow revenue or build multi-year client relationships.

Your First 100 Days as an Account Management Leader Part 6: Building Internal Support and Alignment for KAMs

Kapta

Account Managers need a unique set of tools to provide the right level of service and proactive management to key accounts. Account Management Key Account Management

Your First 100 Days as an Account Management Leader Part 2: When and How to Review Customer Health Scores

Kapta

Instead, it's the long-term customers: the ones who trust your brand, will go out on a limb to try new products and services, refer you to their associates, and stay with you for renewal after renewal because of their faith in your relationship.

How to sell your CEO on Key Account Management

Kapta

Struggling to effectively manage large accounts as an account manager is difficult without organization-wide support. You recognize that you need a structured process and tools to become a strategic partner and trusted advisor for your top accounts.

How to Execute a Churn Analysis for Account Managers

Kapta

For a business to be successful, you must be willing to make continuous updates and improvements where necessary. More importantly, you should always be focused on your customers and how you can improve their experience with your brand and products or services. Key Account Management

Your First 100 Days as an Account Management Leader Part 5: Leading and Lagging Indicators Your Team Should Hit

Kapta

If you see key account retention slipping through your fingertips, it's important to dig into the issue; don't just stop at employee performance, unwieldy CRM, or the first cause that crosses your path. Account Management Account Planning Key Account Management

Playing Favourites. Every Key Account Manager Does & Why You Should Stop

Account Manager Tips

You spend way too much time with the clients you like at the expense of being proactive with your other accounts. And that are impossible for anyone inheriting your accounts to live up to. You have a bias toward your customer. Favorite clients? We all have them.

The Future of Automated Account Management

Kapta

Relationships are the most important part of successful account management. However, if you take a look at where the average account manager spends their time, it doesn't reflect the same sentiment. Customer Success Key Account Management

Why Smart Key Account Managers Build a Personal Brand

Account Manager Tips

More and more companies expect their key account managers to be thought leaders. Why key account managers need a personal brand I've been collecting job descriptions for years. I was a little startled to find key account managers are now expected to be thought leaders.

Your Guide to the Key Account Management Maturity Model

Kapta

As a key account manager, evolving to provide better service is an important part of the job. However, to do so, you have to understand where you are currently, and where you need to be. With a maturity model, you can do exactly that. Maturity Model

8 Key Account Management Skills in Demand Right Now

Account Manager Tips

What skills do key account managers need? Key account management is a profession in demand. Key Account Managers are in demand by companies now more than ever. Enterprise Account Executive #6. Customer Success Manager #7.

What's Missing in Your Customer Success Software?

Kapta

Lack of visibility is one of the biggest problems impacting key account management, even in 2021. Isolated programs, account managers without sufficient buy-in to new systems, and broken processes compound to prevent revenue teams from gaining complete insight into accounts.

Where Communication Fits Into the Key Account Management Maturity Model

Kapta

The key to excellence is communication. Every member of your team benefits from strong internal communication practices , intuitive communication tools, and easier access to information. Your clients also benefit from more structured client-facing communication and fewer internal silos.

Account Management Tools to Simplify the KAM Process

Kapta

It requires proactive account management, anticipating client needs, and constantly strengthening the relationship. But without the data and technological resources to support those goals, you can't offer the top-tier service needed to make key account management successful.

How is Your Leadership Mindset Evolving: Using the Key Account Management Maturity Model to Find Out

Kapta

Leadership is essential to any account management team — but how do you ensure it’s happening, and happening well?

Why Customer Success Matters w. Ronni Gaun

Account Manager Tips

Customer Success (CS) has broken free of its SaaS origins to become a human-to-human movement. Ronni Gaun, a top 100 CS strategic strategist in 2020 explains why customer success matters and why the revolution is just beginning. Ronni Gaun // Customer Success Strategist.

Got CXM? Why customer experience management isn’t just a nice-to-have for strategic account management

Strategic Account Management Association

In strategic account management, companies have to address the never-ending question of how to differentiate themselves and gain market share. It is absolutely essential to success today. Customer success is focused on retention, loyalty and advocacy.

CXM 221

Taking Your Voice of Customer Program to the Next Level

Kapta

Best-in-class Voice of Customer (VOC) programs increase customer retention by up to 55% and boost profits, according to Aberdeen Group. Strategic Account Management Account Management Key Account Management

What is Customer Churn & What Does It Mean for Your Company

Kapta

“Churn” is a term that gets used a lot in Account Management and Customer Success conversations. Many Account Managers and Customer Success Managers take churn very seriously (and many are compensated based on churn rates).

How to Scale Account Management for Business Growth with Calin Muresan

Account Manager Tips

Which means as an account manager, you’ve got to rely on instincts (and maybe a little prayer). You can’t run an account management team like that, let alone a business. I’m excited to share my conversation with Calin Muresan , Existing Business Manager, at Netguru.

How to thrive during a recession and times of economic uncertainty

Kapta

With a pending recession and economic downturn, the question for account managers is what they can do to survive this difficult time and thrive by coming out stronger. Strategic Account Management Account Management Key Account Management

Drawing a line between Account & Key Account Management

KAM With Passion

The terms Account Management (AM) and Key Account Management (KAM) appear in a lot of business conversations and articles. Account Management: A necessity for all organisations. How relationships with customer contacts are managed.

Critical Behaviors your team must adopt to get the most from Key Account Management software

Kapta

Key Account Management (KAM) is an essential function in your organization, especially in times of uncertainty. To ensure optimum KAM success, you need to provide them with the right tools. It acts as a template-driven guide and roadmap, ensuring KAM success.

The Key Account Strategy Template for B2B Businesses

Kapta

Creating an ironclad plan for key account management that guides individual account growth and gives you organization-wide insight isn't easy. Strategic Account Management Account Management

How to Prepare a Useful Quarterly Business Review

Kapta

Quarterly business reviews (QBR) are an essential part of a key account manager’s practice. Customer Success Quarterly Business Reviews Key Account Management

What does the economic downturn mean for your most valuable clients?

Kapta

Customers expect their key account managers (KAMs) to know them and what they are experiencing. Strategic Account Management Account Management Key Account Management

How to become a Trusted Advisor to your key accounts

Kapta

Are you an account manager (AM) trapped in vendor status with your key accounts? If so, you may be wondering how you elevate your relationship with your customers to a strategic partnership. Strategic Account Management Account Management Key Account Management

Surviving an Economic Downturn: What We Learned from 2009 and Why It’s Relevant Today

Kapta

Strategic Account Management Account Management Key Account ManagementWhat goes up inevitably comes down and so it goes with the economy as well.