Posts Tagged "key-accounts"

Key Account Management: What the Best Companies Have Done to Improve Their Programs

The Focus of our Research In a previous blog post, we introduced 8 Critical Success Factors for Protecting and Growing your Best Accounts  based on a recent study completed by Solutions Insights and Hult International Business School.  In that study, we conducted primary and secondary research[...]
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Solutions Marketing: 8 Critical Success Factors for Protecting and Growing your Best Accounts

Our Latest Research Study at Solutions Insights: For reasons that we have discussed in previous blogs, a robust, effective Key Account Management (KAM) program is often a characteristic of solutions-driven companies.   Many of the companies that we have worked with have seen a KAM structure as[...]
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Solutions marketing and ABM: Recommendations for making them work well together

For companies that are committed to building and selling solutions, understanding how to adapt marketing tools and activities to support the more complex and higher value solutions offerings is critical.  One area of B2B marketing where solutions go-to-market principles need to be applied is[...]
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Marketing to key accounts: It's all about the relationships

I was interviewing a Key Account Manager for a large tech firm the other day, and was struck by her comment that she wanted the firm's marketing people to be much closer to her customer. This is a large global account we're talking about, with a big account team and numerous multi-million dollar[...]
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Four steps to strengthening B2B customer connections

IBM's hot-off-the-press 2010 CEO Study confirms again what solutions marketers already know: getting closer to customers is a strategic priority. An overwhelming 88% of large enterprise CEOs told IBM that getting closer to customers is a top business strategy for the next five years, placing it[...]
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