Key Account Management
Key account management (KAM) 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.
WHAT WE DO
Challenges we solve
Building a successful KAM strategy
One size doesn’t fit all with key account management.
Coordinating cross-functionally
B2B 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.
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 KAM strategy and the capabilities necessary to meet their customers’ needs.
Case studies
Transforming healthcare partnerships: KAM in action
Strategic KAM programs fuel 50% faster growth, with case studies showing stronger trial uptake, greater market share and launch performance that outperforms peers.
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 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.
