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Karthik Nagendra

Chief Marketing Officer at DemandFarm

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    This cheatsheet proposes a ‘triage framework’ for Key Account Teams to decide which accounts to include as part of their key account management strategy. It is one way of approaching the meaningful identification of the most valuable accounts. Identify who should not be a key account based on 4 categories including external factors that are dependent on business environment and market conditions, and internal factors under your control. The triage framework also contains scores and weights for scientific decision-making to identify non-key accounts. Such a key account management scorecard ensures that your key account management strategy targets only the right key accounts. 


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    About The Author

    Karthik Nagendra

    Chief Marketing Officer at DemandFarm

      Dr. Karthik Nagendra carries close to two decades’ of B2B technology & SaaS marketing experience. He has held senior marketing leadership positions earlier in leading brands like Wipro, Accenture among others.He has worked closely with leading universities, industry bodies, analysts and research firms globally and acted as a catalyst in providing best practices and insights to customers across sectors. He has authored papers & articles that have been featured in leading publications like Forbes, Business World, People Matters, and Economic Times among others.He has been a guest speaker at Wharton, Duke University, UCLA among other Ivy league Universities globally. He has been featured among the top 10 marketing consultants by CEO magazine and CMS Asia.