How KAM savvy are you?

With 4000 Client Accounts in our CRM, our 120 Key Accounts were getting lost in the crowd. CRM just couldn’t address the complexity and depth of analysis, planning or governance required.

That’s no way to treat the Accounts that bring in 80% of our revenues.

With DemandFarm’s Key Account Management software, we were able to bring those Key Accounts into laser-sharp focus within the CRM ecosystem.

For 100 Key Accounts, we had 100 PPTs for Account Plans, another 100 Excel sheets for financial data (and up to 3X versions for each) sitting around in laptops, phones, and emails. Contacts and opportunities were in the CRM and Account Manager’s heads.

When intel is everywhere, it is really nowhere.

DemandFarm consolidated existing data into one format, at one place so we could mine insights in real-time, with access control and security built-in.

Analysis and planning were a nightmare. The last straw was finding 114 separate entries in our CRM for 1 Global Account – spread across geographies and buying units.

Where could we even begin to consolidate data and contacts, let alone map opportunities and plan strategy?

DemandFarm joined the dots for tier-wise visibility across geographies, functions and buying units – but with just 1 aggregated Global Account Plan we can easily track for Whitespace, people, and actions.

We lost some star Key Account Managers over the years. Losing key people means losing critical Account intelligence, knowledge about Client initiatives, key people influencing those initiatives, threats, and opportunities and stakeholder affiliations.

No number of handovers can bring that intel back into the organization.

With DemandFarm, new managers have access to years of Account Plans, comprehensive Whitespace Analysis, Org Chart with Heat Map, Reports – everything important. It has improved continuity and speeded up onboarding drastically.

We spent a bomb on institutionalizing our sales methodologies and processes with a big Consultant at a Sales Conference that all KAMs attended. The challenge was to institutionalize the templates and sustain them over time.

Six months later, only half the managers adopted it and about 7 of them left by the end of that year.

DemandFarm has helped quickly and sustainably institutionalize those core KAM processes and the Consultant’s methodology so that we can shift the focus from management to growth.