Revenue Ops Team Structure: Building the Backbone of Predictable Growth
Key Account Management (KAM) thrives on strong relationships, and there is no denying that. But it also demands precise account planning, strategic execution, data-driven decision-making, and seamless cross-functional collaboration. These elements are often challenging to maintain in organizations where sales, marketing, and customer success operate in silos. This is where Revenue Operations (RevOps) comes into play, unifying these teams under a cohesive framework to drive predictable growth and enhance the customer experience. In this blog, we’ll explore how RevOps can be the backbone of your KAM strategy. Why Are Business Leaders Shifting to a RevOps Team Structure? Organizations increasingly recognize the inefficiencies caused by siloed operations. The lack of alignment among sales, marketing, and customer success teams results in inconsistent customer experiences, missed revenue opportunities, and operational bottlenecks. RevOps offers a solution by fostering collaboration, centralizing data, and optimizing processes. Benefits of Shifting to RevOps Predictable Revenue: Unified teams working toward shared goals lead to consistent and scalable growth. Improved Customer Experience: Seamless processes ensure customers receive personalized and timely interactions. Operational Efficiency: Standardized workflows and centralized data reduce inefficiencies and boost productivity. What is RevOps? Revenue Operations, or RevOps, is a strategic framework that aligns all revenue-generating teams—sales, marketing, and customer success—under a unified operational model. By centralizing data, optimizing processes, and fostering collaboration, RevOps creates a seamless customer journey and ensures every department works toward shared revenue goals. It shifts the focus from individual departmental objectives to collective success. Core Objectives of RevOps Team Alignment: RevOps ensures that sales, marketing, and customer success teams work in harmony, eliminating silos and fostering collaboration. Process Optimization: It identifies workflow inefficiencies, streamlining operations to improve speed and effectiveness. Centralized Data: RevOps consolidates data across teams, creating a single source of truth to inform strategies and enhance decision-making. How RevOps Helps in Key Account Management? Key Account Management is inherently complex, requiring personalized strategies for high-value clients. RevOps simplifies this by providing a structured approach to: Align Teams: Ensures that sales, marketing, and customer success teams collaborate effectively to deliver consistent value to key accounts. Enhance Insights: Centralized data allows key account managers to access real-time insights into account performance, enabling proactive decision-making. Streamline Processes: By optimizing workflows, RevOps ensures smoother operations, such as seamless handoffs between teams. Improve Customer Experience: RevOps facilitates a unified approach to managing accounts, ensuring clients receive consistent communication and support. What is the Structural Basis of RevOps Teams and Whom It Comprises The structure of a RevOps team varies depending on organizational size and complexity but typically includes the following key roles: Leadership Chief Revenue Officer (CRO) or Chief Experience Officer (CXO): Oversees the RevOps function and ensures alignment across all revenue-generating teams. Core Teams and Functions Operations Management Role: Serves as the backbone of the RevOps framework by aligning operational strategies with business objectives. Responsibilities: Managing resources, ensuring workflow efficiency, and streamlining processes across departments. Enablement Specialists Role: Empowering teams with the tools, skills, and strategies to succeed. Responsibilities: Designing and delivering training programs, developing playbooks, and deploying productivity-enhancing tools for sales, marketing, and customer success teams. Insights and Analytics Team Role: Handles data collection, analysis, and reporting to drive informed decision-making. Responsibilities: Building dashboards, uncovering trends in customer behavior, and providing actionable insights to leadership and teams. Tools and Technology Team Role: Manages the technology stack and ensures seamless integration between revenue teams’ tools and platforms. Responsibilities: Implementing and maintaining CRMs, automation software, analytics tools, and ensuring data accuracy and flow between systems. Process Optimization Team Role: Identifies and resolves inefficiencies in workflows to ensure smooth operations. Responsibilities: Mapping processes, addressing bottlenecks, and implementing automation or process improvements to enhance team performance. Change Management Specialists Role: Ensures smooth transitions when introducing new tools, processes, or strategies. Responsibilities: Communicating changes, training teams, and minimizing disruption to ongoing operations. Communication and Alignment Specialists Role: Focuses on fostering collaboration and alignment between revenue teams. Responsibilities: Coordinating cross-functional initiatives, managing team updates, and ensuring unified messaging to customers. Do You Need a RevOps Team? Find how to assess your RevOps maturity Before building or optimizing a RevOps team, it’s essential to evaluate your organization’s current maturity level. Here’s a detailed guide to assess your readiness: 1. Alignment Evaluate whether your revenue-generating teams are aligned on goals, strategies, and metrics. Misaligned teams often work towards conflicting objectives, leading to inefficiencies and missed opportunities. Assess the clarity and consistency of your organizational goals and ensure they are communicated effectively across teams. 2. Process Efficiency Analyze whether workflows are standardized across departments. Identify bottlenecks, redundancies, or outdated practices that hinder productivity. A lack of standardized processes often results in fragmented operations, inconsistent customer experiences, and increased manual work. 3. Data Integration Determine if you have a single source of truth for customer and revenue data. Data silos across sales, marketing, and customer success teams can cause misalignment and hinder decision-making. Evaluate the level of integration between your CRM, analytics, and other operational tools. 4. Technology Stack Review your technology stack to ensure it supports collaboration, automation, and data sharing across teams. A fragmented tech stack with overlapping tools can lead to inefficiencies, while an optimized stack enhances operational alignment and productivity. 5. Performance Metrics Assess whether you consistently track and act on KPIs across teams. Metrics such as lead conversion rates, customer retention, pipeline velocity, and revenue growth should be monitored regularly. Evaluate the accuracy and accessibility of these metrics. Conducting a Structured Audit A comprehensive audit involves: Stakeholder Interviews: Gather insights from team leaders to identify pain points and alignment issues. Process Mapping: Visualize workflows to pinpoint inefficiencies and gaps. Tool Assessment: Evaluate the effectiveness and integration of existing tools. Data Analysis: Review key metrics to identify trends, strengths, and weaknesses. Building a RevOps Team from Scratch Step 1: Understand Your Current Framework Analyze existing workflows, tools, and team structures to identify gaps and inefficiencies. Document the key pain points that RevOps needs to address. Step 2: Define Roles and Responsibilities Create an organizational chart that outlines key
Five Best Sales Acceleration Tools in 2025
Your reps need every armour in their kit to help close deals faster and meet quotas. Not just that, with competitors piling up in every single industry, the pressure is on to deliver more than just numbers—it’s about creating unforgettable customer experiences (CX). To top it off, AI agents are rapidly taking over repetitive and mundane tasks, your sales teams must step up as strategic advisors, leveraging their uniquely human skills to build trust, tailor solutions, and add ultimate value. Spoiler alert! Achieving all this isn’t easy. It requires a finely tuned tech stack and seamless collaboration across teams. So, how do sales reps rise to the occasion? This is where sales acceleration tools come into play. They don’t just streamline processes—they empower sales teams to move faster, smarter, and more effectively. But what exactly are these tools, and how do they supercharge your sales efforts? Let’s dive in. Why Speed Matters in Sales Did you know that simply reducing your sales cycle from four months to three can increase your Annual Recurring Revenue (ARR) by 46%? Cut it down further to two months, and you’re looking at a staggering 143% boost in ARR. Speed isn’t just a nice-to-have—it’s a competitive advantage that directly impacts your bottom line. What Are Sales Acceleration Tools? Sales acceleration tools are designed to streamline and optimize sales processes by automating repetitive tasks, analyzing customer data, and improving team collaboration. They help your leads move seamlessly through the sales funnel, ensuring your reps focus on high-value activities like closing deals and nurturing relationships. In 2025, these tools will evolve to improve efficiency and provide actionable insights that help teams strategize smarter. Let’s explore the top tools that can revolutionize your sales strategy this year. The Best Sales Acceleration Tools in 2025 1. DemandFarm DemandFarm is purpose-built for key account managers, particularly for those who manage complex account-based sales processes. Tailored specifically for Key Account Managers (KAMs), it addresses inefficiencies in traditional methods of account planning by offering a comprehensive toolkit for strategic account management. Here’s how DemandFarm works: 1. Account Profiling Helps you get a 360-degree view of your accounts, including revenue streams, stakeholder hierarchies, and business units. This depth of insights ensures your strategy aligns with the unique needs of each account. 2. White Space Analysis Allows you to identify untapped opportunities within your accounts. This allows you to uncover areas for upselling and cross-selling, driving incremental growth. 3. Relationship Mapping Visualize stakeholder connections and influence within an organization. This helps KAMs see who is connected with whom within the organization. Not just that, KAMs can also see common detractors and supporters thereby helping them personalize a deal so that everyone is onboard with it. A tool like DemandFarm helps you move away from mental memory and gut feelings to practically building relationships and how your deal is progressing. DemandFarm helps you pinpoint champions, blockers, and influencers, enabling you to tailor your engagement strategy effectively. 4. Performance Tracking Monitor account KPIs in real-time, ensuring your efforts are data-driven and aligned with organizational objectives. Demandfarm really goes into the depth of KAM, and here’s how: Account Planning: DemandFarm allows sales teams to create in-depth account plans that help identify key stakeholders, map their relationships, and prioritize actions. Org Chart Visualization: Easily understand decision-making hierarchies and identify champions or blockers within your target accounts. Integration with CRMs: The platform integrates with tools like Salesforce, ensuring your data is always up to date and actionable. Data-Driven Insights: Provides sales reps with insights to guide conversations and craft strategies tailored to specific accounts. Custom Workflows: Organizational requirement varies, so do KAM processes and needs. DemandFarm also helps in addressing custom requirements and build so that you have an end-to-end tool tailored for easy work! 2. LinkedIn Sales Navigator LinkedIn Sales Navigator tool lets sales teams connect with decision-makers and stay informed about their prospects. It can be a critical part of your sales prospecting strategy, Key Features: Advanced search filters to pinpoint the right contacts. Real-time updates about your leads and accounts. Tools to send InMail directly to decision-makers. Why Should You Consider It? For B2B sales teams, Sales Navigator is a no-brainer when it comes to building relationships with high-value prospects. But can it be used for advanced sales processes like relationship mapping and so on? Then no! 3. Cognism Cognism helps with sales acceleration for mid-market and enterprise companies. The only downside with a lot of G2 reviews is that – even though Cognism is great with some features, the pricing can be pretty steep for a sales tool. Not just that, some features are gated behind higher tiers, which means the $$ keeps adding up. Key Features: Building accounts and prospect lists with contact data. Browser extension for sales prospecting. Using AI it identifies the best-fit leads based on your ideal customer profile (ICP) 4. HubSpot Sales Hub HubSpot Sales Hub is the favorite among small to mid-sized sales teams. Its appeal lies in its simplicity and ability to integrate seamlessly with HubSpot’s CRM and use the entire Hubspot ecosystem! HubSpot though is great for automating sales processes and bringing in alignment to sales, marketing and success teams – it’s not that great for KAM processes. Key Features: Email tracking to see when prospects open your emails. Pipeline management for clear visibility into your sales process. Meeting scheduling tools to streamline appointment booking. Why Consider It? If you’re already using HubSpot’s marketing tools, this is a natural extension that keeps all your data in one place. 5. SalesLoft SalesLoft is designed to help sales teams sell smarter. It focuses on guided selling and offers a mix of automation, analytics, and collaboration tools that ensure every interaction with a prospect moves the needle closer to a closed deal. Even though SalesLoft has some standout features, it is still not suitable for KAMs to visualize upselling and cross-selling strategies or manage relationships. Not just that, many customers have also raised concerns about SalesLoft’s aggressive selling
How AI is transforming Relationship Intelligence in Sales Today
How AI is transforming Relationship Intelligence in Sales Today At the core of any sales deal are several relationships, between the customers and salespeople and also between team members of the sales team. These relationships are built and developed over time and transform into crucial assets. This intricate web of relationships results in a ton of tribal knowledge that includes your supporters and detractors, their hierarchies, opportunities won or lost and champions etc. Relationship intelligence (RI) documents, consolidates and maps this tribal knowledge into algorithms and meaningful insights. Importance of relationship intelligence for sales success Relationship intelligence actively involves mining valuable relationship data to generate actionable insights that drive sales. This intelligence is built upon the meaningful interactions that occur between your business and its customers, encompassing data sourced from various touch-points such as phone conversations, emails, and in-person meetings. These interactions serve as the foundation for constructing relationship graphs, forming the crucial building blocks of relationship intelligence. Through the analysis of your company’s relationship data, relationship intelligence provides essential information concerning customer relationships, ensuring personalized and relevant conversations with each customer. By identifying champions and detractors, this knowledge empowers salespeople with the information needed to prioritize accounts and continually enhance relationships. Moreover, relationship intelligence uncovers the relationships within your team members’ networks, leading to the discovery of additional business growth opportunities. AI’s impact on relationship intelligence Even as the sales function has evolved with the proliferation of CRMs to manage customer relationships, artificial intelligence (AI) technology is ushering in a new wave of relationship intelligence in sales. The contextual insights provided by AI-powered tools are helping sales professionals identify opportunities, interact better with customers and forge stronger relationships to drive sales. Take Ai Logo Maker sites for instance, it’s a fast and convenient site to create a logo that truly connects to the right audiences. By leveraging communication data to unravel new opportunities, AI tools are enabling relationship intelligence to manage relationships better and improve conversions leading to higher revenue. Let’s look at how AI is transforming relationship intelligence and creating more opportunities for sales: Enhancing Data Collection and Analysis Relationship intelligence automates the time-consuming task of data collection by centralizing disparate customer databases and capturing the complete lifecycle of a customer. AI tools use data from your inbox and calendar and save valuable time by eliminating data entry and automating the creation and updating of customer contact and company profiles. This process replaces manual data entry and retrieval, enabling your salespeople to focus on higher-value activities and building relationships. Artificial intelligence utilizes AI algorithms to analyze customer interactions and behaviors. Such tools empower your team to search transcript metadata for keywords and phrases to unearth customer needs. Sales personnel can also leverage advanced analytics such as frequency maps and topic clusters to detect significant customer trends. AI tools such as Ask AI provide real-time insights by sourcing the right data about customers that enables you to create customized content and move faster. Achieving Personalization at Scale Empowered by AI-driven insights, sales personnel gain a 360-degree view of the customer’s requirements. This helps them personalize their interactions and nurture trust and loyalty towards their brand. Relationship intelligence helps sales teams to focus on managing expectations, providing clarity and finally choosing strategies that lead to customer satisfaction and higher conversions. Artificial intelligence also provides recurring intelligent reminders to maintain key relationships and establish long-lasting connections. Handling massive volumes of data and leads can result in a serious case of decision fatigue for sales reps. Guided by AI tools, relationship intelligence can considerably reduce this load by automating target account selection and lead prioritization. Sales productivity can increase manifold with your team focused on pursuing high-quality leads, while the follow-up is done by machines. AI tools can update sales managers about relationship status across accounts and also provide real-time insights about prospects. This information enables precise predictions about client behavior and helps you close more deals. AI also enables accurate predictions by providing a real-time picture of transactions to help sales executives decide whether to advance or park deals. The one-size-fits-all strategy rarely works for customers with diverse needs and demands. AI tools enable the creation of customized campaigns and pitches based on customer data. They can also help you establish seamless communication with high-priority customers. Based on their preferences and past behavior, AI tools can suggest the ideal time to make an offer via call or email, when to send an email or interact on social media platforms. Utilizing Intelligent Sales Assistants AI tools provide crucial support to and sales personnel and help them maximize their output and expedite crucial tasks. Chatbots such as ChatGPT generate responses on the basis of an extensive training dataset. With the unique ability to interpret inputs, chatbots are proving to be efficient research assistants. They offer a faster and smarter way to find options instead of spending hours on search engines. Moreover, AI-powered virtual assistants provide insights to help you formulate new sales strategies. While you will still need to validate the results, virtual sales assistants will save a lot of your time and effort by answering all your questions. AI tools maintain a systematic record of communication, appointments, and other basic sales activities relieving salespeople of tedious and time-consuming tasks. Artificial intelligence manages and automates tasks varying from scheduling appointments to assessing your sales team’s pipeline. This gives you and your team bandwidth to focus on building long-term customer relationships and high-value activities. Integrating a video translator can improve your global outreach, making it easier to communicate with clients in different languages. By using this AI tool, sales teams can deliver personalized presentations to a diverse audience, ensuring clear communication with their prospects. Artificial intelligence can mine datasets from multiple sources and get back with prioritized leads. The logic, speed and standardization that AI brings to the process can’t be matched by human effort. Armed with a list of high-quality leads, your sales team can focus on converting them and you can even create
Redefining Sales Enablement for the Future: The AI Advantage
The world of sales is evolving at a breakneck pace. The days of manual processes and guesswork are long gone. They’ve been replaced by a new era of data-driven insights and cutting-edge technology. A recent Salesforce study revealed that over 95% of sales operations professionals and sales leaders believe that Artificial Intelligence (AI) coupled with automation gives sales reps more time to focus on selling. A fairly large number of sales professionals also believe that AI will play a significant role in their industry in the foreseeable future. This number is growing every day. The rapid shift is causing businesses to rethink their approach to sales enablement, and one game-changing technology is leading the charge: artificial intelligence. Imagine a world where your sales team can: instantly identify high-potential leads, use detailed customer profiles to tailor sales pitches, close deals at a significantly higher rate, all while spending less time on administrative tasks. No! This isn’t a scene from a science fiction movie; it’s the reality of sales enablement powered by AI. As organizations around the globe continue to embrace AI-driven solutions, the gap between those who adapt and those who resist will only widen. As we explore the AI advantage in sales enablement, let’s dive into the benefits and innovations transforming the way businesses approach sales. Let’s look at the practical issues faced by organizations looking to adopt AI-driven strategies and prepare for the future of sales. Get ready to redefine your sales enablement strategy for the AI-driven future. Read Ebook: The Future of AI-Assisted Account Planning The AI Advantage: Key Benefits for sales enablement As we explore the remarkable impact of AI on sales enablement, it’s crucial to recognize the main advantages that artificial intelligence offers. From improved efficiency and productivity to smarter decision-making and customized customer experiences, AI is set to reshape the sales landscape. Let’s dive deeper into these benefits: 1. Enhanced efficiency and productivity Incorporating AI into sales enablement strategies not only enhances the overall performance of sales teams but also streamlines their day-to-day activities. By reducing time-consuming tasks and optimizing workflows, AI brings a whole new level of productivity to the sales process. a. Automation of repetitive tasks: One of the most significant advantages of AI in sales enablement is its ability to automate repetitive tasks, freeing up valuable time for sales representatives to focus more on strategic initiatives. Tasks like data entry, lead qualification, appointment scheduling and follow-up emails can be taken over by AI-powered tools. Free of these routine activities, sales reps can focus on nurturing relationships, closing deals and driving revenue growth. b. Streamlined sales processes: AI can streamline sales processes by optimizing workflows, reducing bottlenecks and increasing overall efficiency. AI-powered analytics can help sales teams identify inefficiencies in their sales funnel, uncover best practices, and make data-driven decisions to optimize their processes. AI can also assist in managing and prioritizing tasks. This ensures that sales reps focus on the most impactful activities. 2. Improved decision-making through data analysis The ability to make well-informed decisions is critical to the success of any sales team. By harnessing the power of AI, sales professionals can unlock valuable insights from data and make smarter, more strategic choices to drive business growth. a. Predictive analytics and forecasting: AI-powered predictive analytics can dramatically improve decision-making by providing accurate sales forecasts and identifying potential risks and opportunities. AI is characterized by advanced algorithms that analyze historical data, market trends and customer behavior. Using these algorithms, Ai can generate reliable sales predictions, enabling sales leaders to make better decisions about resource allocation, territory planning and sales strategies. b. Identification of high-potential leads: AI can help sales teams identify high-potential leads. This is done by accurately analyzing vast amounts of data and uncovering patterns that may not be easily apparent to human analysts. By leveraging AI-driven lead scoring, sales reps can prioritize leads with the highest likelihood of converting. This results in a better lead nurturing process and higher conversion rates. 3. Personalization and customer-centric selling In today’s competitive market, understanding and catering to individual customer needs is vital to stand above the competition. With AI, sales teams can design a personalized and customer-focused approach. This results in stronger relationships and increased sales success. a. AI-driven customer profiling: Understanding your customers is crucial for sales enablement. AI-driven customer profiling can help demonstrate a deeper understanding of prospects. The profiling is done by analyzing data from various sources like CRM systems, social media and website interactions. These insights can provide a comprehensive view of each customer’s preferences, pain points, and buying behaviors, enabling sales reps to craft personalized sales strategies that appeal to their target audience. b. Tailored sales pitches and content: Personalization greatly appeals to today’s consumers. And AI can help sales teams create tailored sales pitches and content that speak directly to the unique desires and needs of each customer. AI can analyze data on individual customer interactions, preferences and past purchases. Through this data, AI can then personalize sales messages and content recommendations that are more likely to engage prospects and convert them into customers. Sales teams can therefore build stronger relationships, improve customer satisfaction, and ultimately drive higher sales performance. Download: The Future of Key Account Management Report – A Global CSO study by DemandFarm AI-driven strategies: Innovations transforming sales enablement Artificial intelligence is reshaping the world of sales and strategic account management. Advancements in AI can help businesses analyze, strategize and engage with key accounts more effectively. Sales teams are rapidly adopting AI-powered digital tools. This helps them improve their strategies, enhance their productivity and ultimately, drive growth. Here are some ways in with AI can assist improvement and growth in Sales: 1. AI-assisted account planning: AI can be used to recommend ideal account plans for the year. This is done by reviewing data, sales intelligence and historical performance across a company’s portfolio of key accounts. This data-driven approach is more efficient and ultimately leads to planning and implementing more effective and impactful strategies. Read
Predicting the next move in sales and account management – the AI and machine learning way
It is essential for organizations to understand which accounts are ‘strategic partners’ and the relationships where they act as a tactical vendor. Once the distinction is made, treating the strategic partners as key accounts requires a thorough understanding of the customer’s business, structure, details about individual business units, strategic initiatives, and management changes. While having this data is essential, using it to create solutions that create more value for the customer or answer the customer’s business challenges is what fortifies relationships – and AI and ML help in this regard, by identifying areas of focus and/or concern. The intelligence present in the organization about its key customers can be termed as ‘tribal knowledge’, and it resides in the way clients and key account managers interact, while adding value to the relationship. This seemingly unstructured information can be captured into an enterprise memory which can be seamlessly used by multiple members of a team to manage the same key account. When properly structured, the data can be used by AI and ML tools for Key Account Management – and ease the process of collaborating and building relationships with the customer organization. They provide insights which help in making account plans which lead to revenue goals, specific actions, and timelines. Every key account will have unique situations that necessitate customised solutions or approaches and require a fair amount of cognitive thinking. The insights that AI and ML tools provide help in the process, but the days of tools providing viable courses of action are not that far off.
The Real Challenge for KAM is What Happens After the Sale?
Key Account Management is a challenging function in an organizational setup, alright. Because although it is not responsible for direct sales, it is responsible for nurturing the customer after the sale is done, for as long as is possible. The nurturing is not as easy as the Key Account Management has to work with the customer as a partner would. The Key Account Manager has to understand the customer thoroughly, understand their problems, especially the not-so-obvious ones, and work out win-win solutions to resolve the problem or fill the gaps. Like any relationship, this is one key relationship that an Account Manager has to work on continuously, without letting up. For this, a CRM alone simply won’t do. The Key Account Management needs a specialized system tailor-made for the role of a KAM. This system provides an overall view of the entire account, the people involved, the multiple roles they play, their influencer-potential, the stakes that a complex account brings with it and customer dynamics, in order to take the right action at the right time. The new system takes into account the existing CRM and builds on it. Focus on the Accounts from which you can derive maximum value Organizations need to identify Key Accounts and help their Key Account Managers to focus on them. There is no point in spreading the Key Account Managers overall accounts. Key Account Managers have a lot of work to do within their Key Accounts. They need to be clear about: What their customers are trying to achieve and how they can help them. Whether they are aware of and know the customer’s corporate objectives and personal goals? How well they understand their customer is important Whether they and their strategy is in sync with the customer’s goals and can lead them to success. This way, the Key Account Managers can lead their customers to success, which is a win-win. A Key Account Management Software helps the managers fill in the information with the knowledge they have gained about your Key Accounts. It helps them monitor, control and manage their Key Accounts centrally. It is a reservoir of all that is important to their customer – his goals, objectives, current plans, actions, future plans, concerns, risks, updates, the strategy, the impact, the failures, the measures are taken to correct if necessary – everything is held together in a central place by the specialized system for the Key Accounts. This bank provides a single-window knowledge to an organization’s Key Accounts and provides deeper insights into the customer relationship. It helps the manager be on the same page with his customers about the actions being taken and their impact and future plans being made jointly by both. With the right system for KAM technology, the Key Account Manager becomes a trusted partner to his Key Accounts. They can see that he is more than a vendor to them. They know that he provides value for every step planned, every action taken. The system also provides transparency and clear accountability for both, so that everything happens in time and there are better chances of success when both partners are in it together. This system with its knowledge and information bank about all stakeholders and influencers at the customer level ensures that he is not left high and dry when his first contact leaves his job. This system takes care of people’s movement which is a natural phenomenon in an enterprise setting. It accounts for the fact that a relationship is between two organizations, and people may come and go, but the trust factor and knowledge built painstakingly over a period, is taken good care of. Key Account management allows the Key Account Managers to take on the challenges of his role while achieving success with his key relationships for the long term. If you found this blog insightful, you can also read our blog on Account Management or Explore the complete guide to Cross-selling and Up-selling to identify unexplored opportunities for your business as well as your clients’ business and grow better in 2021.