Three level model of KAM metrics

Cross-functional involvement, KAM as a corporate strategy, Metrics and measurement, Performance in KAM, Senior management involvement, Value creation & co-creation

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‘Who cares?’ is a great question to kick off the development of a KAM metric system. Because if nobody wants to know and is ready to act on the information, there’s no point in collecting the data. This question and ‘What would they want to know about KAM?’ drove the development of this three-tier model…

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