📈 GROW through Key Account Management Capabilities
In this issue #69:
Growth through Key Account Management Capabilities
Fred Moesler, CTO of Global Thermostat talks assessing technology viability
Growth through Key Account Management Capabilities
Most materials firms have concentrated customer slates, with the top customers accounting for a large share of revenue. As such, managing these Key Accounts is a critical aspect of materials sales approach.
We see 6 critical capabilities for good Key Account Management.
Missing one of those leads to a particular kind of failure mode.
While some capabilities are critical for existing business, there are 3 that we think are critical to drive growth at a key account.
Market Perspective
🪫 When companies don’t have insight on their customer’s market and strategic position, your innovation ideas will be weak.
Account Strategy
🤷🏼♀️ When companies don’t have a clear plan for the account, there is confusion, and poor execution.
Growth Initiatives
🐌 Finally if companies don’t focus teams on a growth initiative as its own project, you simply don’t deliver well. And the growth doesn't’ show up.
Fred Moesler, CTO of Global Thermostat talks assessing technology viability
Fred Moesler, CTO at Global Thermostat discusses the criticality of assessing technology viability within startups at a recent Executive Roundtable. The fundamental principle.
Just because something has been found to be technically feasible, doesn’t mean that it’s economic or viable as a business. Understanding how to evaluate that is the critical job of the team in the early stages. Assessing that is non-trivial.