Solution

Key Account Management

Key account management focuses on providing unique solutions delivered through a unique engagement model to uniquely important and complex customer segments. We’ll help you build a custom KAM road map for your organization and connect the dots across functions to bring it to life.

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WHAT WE DO

Building a successful KAM strategy

One size doesn’t fit all with key account management.

Coordinating cross-functionally

B-to-B sales has become an organization-wide, cross-functional effort, and siloed teams and functions are barriers to best-in-class KAM.

Equipping KAM teams to succeed

Key account management requires specialized skill sets and competencies.

Designing metrics and motivation systems

To assess and improve performance across roles and functions, you need to take a balanced-scorecard approach.

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Article

Achieving KAM excellence in life sciences

Life sciences organizations’ customers are becoming increasingly organized and consolidated, and the commercial model must adapt accordingly. We’ve launched an “Achieving KAM excellence in life sciences” article series to help pharmaceutical and medtech companies achieve a comprehensive key account management (KAM) strategy and the capabilities necessary to meet their customers’ needs.

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Case studies

An industrial services supplier spurs growth through strategic account management

The laser-focused SAM program targeting just four accounts ultimately pushed the company's overall commercial focus to be more customer-centric.

Read the case study

HOW WE DO IT

ZS’s approach

With more than 20 years of KAM experience across a wide range of industries, coupled with proprietary assets to accelerate KAM program development and to de-risk transformations, we take a 360-degree approach to KAM strategy and implementation.

KAM 360 and journey mapping

Get a deep-dive audit of your KAM capabilities. Then we’ll help you design road maps to address near-term priorities and long-term goals, and build and deliver the case for change.

KAM strategy design

Develop deep customer insight and identify the right customer accounts and segments. Then develop relevant value propositions, build out the KAM team and program, and design the implementation plan.

KAM operating and customer engagement models

We’ll help you build and execute Early Experience Teams^TM for launching the operating model, customer engagement process, account planning and management tools, and account management process—as well as scaling up the approaches and enablers.

KAM talent development

Access our road-tested and customizable KAM competency models, learning and development plans, coaching and training programs, performance management solutions and change management strategies.

KAM metrics and incentives

Set relevant and meaningful metrics at program, cross-functional team and individual levels, and plan incentives to match. We’ll also help with reporting and dashboards, and master data management solutions.