Do we implement an effective key account management program?

Alpha-Solutions is a service company that provides tailored solutions in terms of automation and digitalization in the manufacturing and process industries.
In 2022, the company entered a new market to provide Internet of Things (IoT) solutions for businesses. Given that the top 18 percent of B2B customers deliver up to 80 percent of the revenue of Alpha-Solutions, Alpha-Solutions' key account management (KAM) team began negotiations with potential and existing KAs to expand the scope of collaboration by proposing bespoke IoT solutions to them.

After two years, the B2B sales deputy of the company asked the KAM team to present a summary report on KAM performance that includes metrics and measures indicating whether implementing KAM had a positive impact on engaging key accounts.

-      Learn to practically implement an effective key account management program.
-      Learn to identify and use the most relevant metrics to evaluate the KAM performance.
-      Learn to work within a team and to present their work in public (in class).

Persuasive communication - Sustainability - Sustainable product - Persuasive approach

L3
M1, M2, Masters spécialisés
MBA, Executive MS

Internet of Thing (IOT)

Année de la problématique : 2022

Livraison : Livraison par lien de téléchargement

Nombre de pages : 8

Temps d'utilisation : 3h00

Code du secteur d'activité : 72 - Activités informatiques