“Corporate partnerships increase by 25% each year. 1/3 and more of many companies’ revenue come from partners. However 60% and 70% of all partnerships fail.”

PLANNING

  • Start with translating your account management strategy into different account plans.
  • Make a segmentation of your accounts and develop a service model per segment.

 

OBJECTIVES & KEY RESULTS (OKR)

  • Create accountability by making your account management plan measurable.
  • Set clear objectives and the key results (OKR) in line with your long term goals and short term needs.

ACCOUNT FOLLOW-UP

  • Follow-up according to objectives and the key results (OKR) of your intermediaries (e.g. accounts, agents, sales partners, brokers, resellers).
  • Collaborate with different colleagues on one account. Invite your partner to a digital platform for joint business planning.

 

OVERVIEW FOR EXECUTIVES

  • Performance management only exists for internal use like displayed in a performance management software (CPM).
  • Strategic objectives never leave the board room.

STRATEGIC ACCOUNT MANAGEMENT

  • CRM exists but no Account Management Software or Business Relationship Management Software (BRM). 
  • Issues of the day are taking over without knowing what the impact on resources or long term goals will be.

FOLLOW-UP ACCOUNT MANAGERS

  • No single overview on account status: several sources are not connected to each other and teams are working in different files and systems.
  • No historical overview: knowledge stays in the heads of the team members.

NO COMMITMENT OF SALES PARTNERS

  • No BRM software: long term objectives/focus domains of the account are not displayed in a CRM or business plan.
  • Little perceived value: Intermediaries like resellers, agents or sales partners are bored when talking to an account manager, little added value is perceived.

Let’s get to work !

Contact us.

Belgium

 

Werkhuizenkaai 163, bus 70

Docks Brussel, 1000 Brussels

+32 2 734 38 87

info@howaboutsales.com

Spain

 

C/ Mallorca, 103

08029 Barcelona

+34 637 006 695

info@howaboutsales.com

Germany

 

Brienerstrasse 25

47533 Kleve

+49 2821 5908588

info@howaboutsales.com

Netherlands

 

Keizersgracht 241

1016 EA Amsterdam

+32 2 734 38 87

info@howaboutsales.com