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.

WHAT WE DO

Challenges we solve





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 TeamsTM 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.

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.