Milind Katti

Milind Katti

June 30, 2022

The secret to winning a key account for long-term

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Key account retention, when seen from the eyes of vendor partners, is not just about proving the solution that was asked, but to understand the client’s business and help them grow. But with the fragmented state of data on customers, it is difficult to understand what drives the decision making on the customer’s side. With the right strategy and the right tools, however, key account managers can ensure they have relevant data which allows them to work smart.

With proper data about the client in place, Account Managers can demonstrate value to the key account by knowing their business and industry, helping them set goals, develop corresponding strategies and create a concrete, actionable plan. With properly organised data, even a new member of the accounts team can start on an even keel with the information available. With proper data, reaching out to key accounts regularly becomes a meaningful activity, which works towards enhancing the relationship.

At the end of the day, technology enables us to do what we already do better. People buy from people they trust, and with sophisticated key account management tools – the task of establishing trust can be simplified. Also, with AI and ML being used increasingly in Key Account Management solutions, we are seeing the software provide helpful suggestions, touch points, key focus areas and more.

Watch the complete DemandFarm Fireside Chat to learn how your organization can have a long and fruitful relationship its key customers here

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Milind Katti
About the Author

Milind Katti

CEO & Co-Founder, DemandFarm

Milind is CEO & Co-Founder of DemandFarm. Having practiced and evolved the ‘account farming’ principle for over a decade he established DemandFarm and is passionate about delivering the best B2B key account management tool to serve the needs of key account managers. Milind also serves on the Board of LeadEnrich & is a Strategic Adviser.

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