Why should B2B organizations adopt KAM Technology
With recent economic headwinds tightening everyone’s purse strings, driving growth from existing customers is in vogue. As acquisition becomes increasingly expensive, cross-sell and up-sell initiatives are the latest poster child(ren) of B2B revenue growth. Why?
– Gartner research has shown that account-based upsell campaigns have increased Lifetime Value by 150%.
– Studies show personalized product recommendations can increase revenue by up to 300% and conversion rate by 150%
As successive good experiences compound, you move from being their vendor to a strategic partner, increasing the value of your recommendations. More businesses are following suit, taking a closer look at their key accounts to identify strategic accounts with revenue potential. As prospects go from “opportunities” to “accounts,” you realize that the strategies, processes, and activities for key account management significantly differ from those for lead management. Without a dedicated KAM solution, your melange of disparate tools and quick fixes isn’t just wasting your time, it’s eating your growth. And in today’s economic climate, you really can’t afford that.This ebook covers
1. signs that you’re CRM isn’t enough to handle your key accounts
2. when should you consider buying a dedicated KAM tool
3. what the actual impact of a KAM tool looks like on a real company
It doesn’t matter where you are in your KAM journey – a beginner or a veteran – if you’re invested in maximizing revenue growth from your existing customer base, this is a must-read.
