KAM With Passion

MAY 27, 2021

When starting a new KAM/GAM Programme or revamping an existing one, Training is a topic that immediately draws attention as it is a key instrument to allow an organisation to execute on its KAM Strategy. This post is the first of a series of three dedicated to how to set-up an adequate KAM skills development system which supports the initial kick-off and the further development of a KAM initiative.

Key Account Management 130

Key Account Management Global Accounts Account Management Management 130

Help Scout

MAY 27, 2021

When considering customer success and account management, it’s valuable to consider them as complementary teams rather than interchangeable groups or, worse, competitors. While it’s true that both customer success and account management move your customers through their life cycles, they are focused on distinct aspects of the customer experience, and they have different strategies for supporting and guiding customers.

Account Management 65

Account Management Customer Success Management Communication 65

NG Data

MAY 27, 2021

The theme of this year’s world telecommunications day was Accelerating Digital Transformation in Challenging Times, which seems to resonate with the feedback I get from telco clients nowadays – especially given recent events. With the pandemic changing the ways we work and live and curtailing our mobility, broadband data consumption is way up.

Telecommunications 59

Telecommunications Digital Transformation Digitalization Leadership 59

CoSell

MAY 27, 2021

In a recent Accenture report, B2B companies are finding that trust is the most important success factor for ecosystems. Yet, it is the least appreciated or valued aspect of success. The experts at Accenture are clear in stating the problem and the potential solution. The problem: “When Trust is Gone, Everything is Gone.” This is true of all human relationships.

Co-Creation 52

Co-Creation B2B Customer Value Profitability 52

2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.

KAMCast

MAY 27, 2021

IN THIS EPISODE: How successful is your key account management team? What is the definition you have for what success is, for your business? How do you measure the performance of your key account managers? If you find that the answers are all to do with growth, you’re probably looking at it TOO LATE and you are running a massive risk with your most important accounts.

Key Account Management 52

Key Account Management Leadership Account Management Management 52

SmartKarrot

MAY 27, 2021

Every business has realized the importance of an outcome-based selling for customer success. A joint success plan is but a means to do it. Let me break this down for you. A joint success plan is a means to the end of customer success based on value. A joint success plan is a powerful and simple tool for outcome-based customer success management. The main aim of a joint success plan is to help solution providers align their processes with their customers’ goals and objectives.

Customer Success 10

Customer Success Value Proposition Stakeholders Brainstorming 10