
Frameworks for putting KAM into action – 1st AKAM Annual Conference
Feedback from the March meeting requested a session on KAM frameworks and processes, presented here by Diana Woodburn, AKAM Chairman. She offered wide range of devices, most of which act first as diagnostics and then as decision-support tools and management action guides that convert into processes. Frameworks demonstrated included customer selection/categorisation, through risk assessment to key account prioritisation…