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

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.