7 Key Takeaways for

a Successful KAM
Transformation
Journey
 7 Key Takeaways for a Successful KAM Transformation Journey

Why do you need to transform your

Key Account Management ?
Adapting your Key Account Management(KAM) to a digital, fast-paced
environment can bring about tons of benefits. The following are the top 10
vital advantages to be gained from transforming your Digital Account
Management practices:

Centralizing and structuring your Account Planning processes

Implementing data-driven approach to planning, driving goals & strategies
Preventing cumbersome & siloed review process
Preventing lack of understanding in key customer relationships
Reducing obsolete information in Account Plans for your key accounts
Retaining account knowledge at times of high churn rate of Account Manager
Bringing in accountability within account managers
Implementing actionable Account Plans based on predictive analytics and insights
Improving collaboration within Account/Sales Teams

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 7 Key Takeaways for a Successful KAM Transformation Journey

Executive Level
Buy-In
Bringing about any significant changes
in your Key Account Management
function has to be a strategic
initiative.

The decision has to be a complete

leadership buy-in, to the extent that
leadership has to be involved and drive
the change from the front.

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 7 Key Takeaways for a Successful KAM Transformation Journey

Keep things
simple
KAM planning methodologies can get
complex. As you embark on your
Digital KAM journey, try and simplify
your processes as much as possible.

Do a bit of spring cleaning and

remove redundant, complex and
“good to have” processes and
templates.

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 7 Key Takeaways for a Successful KAM Transformation Journey

Go modular
Most Digital Account Planning solutions offer modular
deployment primarily in terms of

Account
Relationship Opportunity
Planning &
intelligence Management
Governance

Based on maturity and readiness start with one, and progress

to more advanced digital account planning solutions.

WARNING! While trials are a good way of evaluating, don't do staggered roll out across teams.
! A small sample size/ wrong sample team, could cause an incorrect assessment of the solution.

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 7 Key Takeaways for a Successful KAM Transformation Journey

Change Management
Sufficient emphasis should also be
placed on usage and adoption analytics
to track the power users and push the
ones that need an extra nudge.

Any form of change from Consider making usage of

the status quo will cause the KAM tool a Key
stress in the system. Performance Indicator
Accept initial user within appraisal systems.
resistance.

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 7 Key Takeaways for a Successful KAM Transformation Journey

Patience is a Virtue
Digital Transformation
is a journey.
While you would start seeing hygiene
level changes in the short to medium
term, the true value of your digitization
initiative would take anywhere between
2-3 years to get unlocked.

As you drive reviews within your CRM, you

will start seeing better adoption rates and
improved data hygiene over time.

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 7 Key Takeaways for a Successful KAM Transformation Journey

Connected Apps -
Maximizing on Existing Tools
Having a connected app ecosystem that drives more account-level insights helps maximize
ROI on revenue optimization tools.
Companies with growing sales-marketing stacks are in different places these days due to the
size, scale and complexity of organizations in the digital age.
Such disparate access to information can be detrimental.

Insights driven by bringing all of them together in one connected ecosystem offers much
more benefits. This includes:

Leveraging Providing Preventing missing

every possible opportunities, Boosting
data-driven
data point from obvious red flags, retention and
digital selling
existing tech buyer intent to growth
ability to
ecosystem sellers action and strategy

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 7 Key Takeaways for a Successful KAM Transformation Journey

Choosing the right partner

Every organization has its own “secret sauce” that has worked well for them.

Your Digital Account The right partner should work

Planning solution should be with you throughout the process
able to adapt to your of your Key Account Management
changing business needs. transformation.

Digitizing your data and visually Adoption and change

representing it efficiently to management play a key role
account managers, sales in choosing the right sales
representatives and sales leaders tech tool.
is vital.

Your chosen vendor should have

Automation & visualization to the ability to provide engineering
reduce manual, data-input support and productized
intensive work and enable solutions to accommodate your
focus on high-value strategies. custom needs.

Choose a solution that is most intuitive, flexible and the partner that offers the best
customer success support and training.
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7 Key Takeaways for a Successful KAM Transformation Journey

Take the plunge DemandFarm’s Digital Account

Planning solutions provide you with the
to choose the best productized solutions, customer
right partner support and smooth UX

today! Book a demo with us today!

Book Demo

Find out more about the Account

Planning process for key accounts @

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