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Key-account-management-journey
DemandFarm surveyed over 150 key account managers and sales leaders to identify challenges, strategies, and priorities in account management. Key findings include the lack of a specific methodology for KAM among 70% of organizations and common challenges like account plan visibility and data standardization. Priorities for account expansion focus on all-in-one dashboards, up-selling, and relationship mapping.
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- 1. Navigating Key Account Management 150+Account Managers and Sales Leaders, answer questions on their KAM journey. DEMANDFARM SURVEY
- 2. DemandFarm surveyed 150+KAM players across roles, industry segments, and company size, to understand their challenges, strategies, processes and priorities. Don’t miss the findings. Happy Reading!
- 3. Lets meet the150+ KAM Professionals Annual Company Revenue Industry Number of Employees Seniority and Roles 31% 30% <$10 Million 32% 10 Million to $100 Million More than $100 Million More than 10k 5k to 10k 1k to 5k <1k66% 10% 10% 23% 22% 17% 10% 9% 5% 50 10 15 20 25 Sales Operations Account Managers Technical CXO 23% 13% 5% 5% 4% 4% IT and Services Computer Software Bio - Technology Pharmaceuticals Marketing & Advertising Internet
- 4. We asked themthese questions...
- 5. What are theTop 5 Challenges of an Account Manager?
- 6. No clear winner. All5 factors seem equally important 01 02 03 04 05 Visibility and Access of account plans at the Leadership level Scale and standardisation of account plans Aggregated planning information / data for improving business planning Cross-sell and Up-sell within existing key accounts Clutter of excel sheets / powerpoints plaguing account planning
- 7. What are the TopPriorities for Account Expansion?
- 8. What are theTop Priorities for Account Expansion? All in one Dashboard for Account Tracking Up-sell and Cross-sell Account Management White space analysis Relationship Mapping ABM 43% 25% 12% 8% 10% 15%
- 9. Which is theBest KAM Methodology for Key Account Management / Planning?
- 10. SURPRISE SURPRISE !!! Morethan 70% organizations haven't yet adopted a Specific methodology for key account management / planning.
- 11. When does anOrganization require a KAM Tool in it’s Account Expansion Journey?
- 12. When does anOrganization require a KAM Tool in it’s Account Expansion Journey? 50% 20% 17% 12% 3- 5 years ago More than a decade ago 1- 3 years ago Less than 12 months of KAM Implementation 50% 20% 17% 12%
- 13. Join 10K+ AccountManagers Schedule a Live DemoGet 15 Days Free Trial