Strategic Account Management

May 2019
Arsene Matai
 What is KAM
• Process of identifying or targeting Key
accounts that have strategic value and
developing a deeper, more beneficial
relationship with them
OA Market Evolution

Solution Sales

Stage
Stage 33
Software
Software bundling,
bundling,
add
add incremental
incremental
value Stage 4
value
Low
Low HW
HW
differentiation
differentiation Connected MFP Process and workflow focus
Declining
Declining HWHW
differentiation
differentiation Product is secondary to services

No perceived HW differentiation

Application Sale Value based on

knowledge

alue bas knowledge

Standalone

Stage
Stage 22
Stage
Stage 11 Multifunction
Multifunction focus.
focus.
Spec
Spec focus,
focus, Printing/
Printing/ connectivity
connectivity
Clear
Clear HW
HW Declining
Declining HW
HW
differentiation
differentiation differentiation
differentiation
Customer
Customer value
value in
in
performance
performance and and
functionality
functionality
C
C
 Key Account Management
• Successful Selling today relies on modern
selling using:-
Collaboration
Facilitation &
Partnership
Linking our products & Services to customer’s
business priority
i.e CONSULTATIVE SELLING
 Process
1. Formalize Key Account Management
2. Define What Key Accounts are
3. Start small and expand KAM later
4. Understand full context of Key Accounts
5. Don’t Push Products, Sell solutions
6. Meet with Key accounts regularly
 Key Points
1. Understanding your Key Account
- Industry they are in
- Their current performance
- Short & long term goals
- Their strength & weaknesses
- Challenges
- Competitors
 Key Points ctd
2. Pushing products
Pushing products aimlessly in a Key Account is a
poor approach
- Adopt a more conceptual strategy, listen to
problems or objective and sell solutions
- A shared account strategy begins with
customer’s goals and ends with how you can
help them achieve goals.
 Coaching
Specialist Account coaching as a part of sales
coaching.
Account coaching is solely targeted towards
developing and maintaining relationships
 Building High Value Sales
6. Final Client
Presentation
- Design of document
management policies 5.
-Proposed equipment inventory Solution Order
-Proposed floor plan Proposal
-Economic analysis

4.
1. Project
Current
Planning
Situation

2. Data
3. Data Gatherin
Analysis g
- Device inventory report
-Floor plan devices distribution
-Document process report
-User’ satisfaction report
-Cost analysis report
 precise status quo location of MIF.

precise real status quo TCO-cost.

total precise detailed cost data.

clear cost saving in $.

Downsizing plan.

workflow optimization plan.

User satisfaction after change.

precise location of MIF after change.

One price per page!

Charged Service
THANK YOU

Thank you