Go beyond names and titles. Understand your customer’s needs and goals to build the kind of relationship that makes them call you first.
Our customizable tools help you capture current knowledge, fill in missing links, and see the big picture.
Who runs the day-to-day? Who makes the big decisions? Who are the stakeholders?
See the overall structure and culture at your client’s organization, and build detailed profiles for individual key contacts.
Automatically import accounts and contacts from your existing CRM. Review as a team to capture everyone’s knowledge—and address any gaps.
What is your customer trying to achieve? How do they expect you to help? How can you exceed those expectations?
Dive deeper into needs, expectations, and goals with our VOC tools. Jump-start the process with our pre-populated surveys and customize as needed along the way.
The goal is to understand your customer better—so don’t just email survey questions every time. Set up a face-to-face meeting to really get a sense of what matters to them.
Now that you know what they want to do, it’s time to understand what’s working in their favor—and what could hold them back.
Use our incisive SWOT framework to guide a productive customer workshop, and store the final product in Kapta for easy reference during account planning and execution.
As you head into the account planning process, use your SWOT analysis to help pressure test your client’s strategy and prioritize their goals across a given timeframe.
Al Henderson Chief Commercial Officer, Eagle Eye
Download the Big Book of KAM to better understand Key Account Management and Our KAM Process
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+1 303 495 6201 [email protected]
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