Powering best practice at payment market leader

Summary

Following a major restructuring, and the CEO of a global leader* in payment and credit management solutions appointed Momentum to help establish the program office a formal key account management (KAM) program.

At a glance

New program office developed and launched

Eight tools created to support key account teams

200 accounts segmented and mapped

Situation

  • Needed to align multiple sales teams into a strategic key account approach
  • Centralized resources required to enable and guide account managers
  • Drive to change culture and behavior in account teams

Action

  • Aligned stakeholders around enhanced sales practices and created a vision for the KAM program office
  • KAM strategy and implementation roadmap created
  • KAM toolkit for teams to implement within most valuable accounts and drive cross-functional team collaboration

Impact

  • New program office developed and launched
  • Eight tools created to support key account teams
  • 200 accounts segmented and mapped
*We take our clients' confidentiality seriously. While we've changed their names, the results are real.

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