80% of a typical business's income comes from just 20% of its customers. So does it make sense to dedicate time and resources to keeping that 20% satisfied? Absolutely! But satisfied may not be enough ...

Milind Katti is the Co-Founder and COO of DemandFarm. A company that build digital tools for strategic account management. As organizations try to stay ahead of the market and build future revenue ...

The Pareto principle, better known as the 80/20 rule, is applied for numerous purposes in boardrooms all over—but the essence holds true for a majority of cases in the business world, especially when ...

The medtech marketplace has experienced drastic changes in recent years. Economic forces have accelerated on hospitals, forcing them to become more cost conscious. Hospital purchasing has become more ...

As organizations try to be strategically significant to their customers, they inevitably realize the value and necessity of implementing a key account management program. Key account management ...

Strategic account management is a process that allows a business to create a win-win alliance with its most significant customers. Businesses that choose to follow a strategic account management ...

Key Account Management (KAM) has evolved into a critical strategic function for organisations striving to maintain enduring, mutually beneficial relationships with their most significant clients.

Key account management (KAM) is one of the most important changes in selling that has emerged during the past two decades. KAM is a radically different organizational process used by ...

An account manager in a technology company is an important member of the sales and marketing team. Unlike sales representatives, whose primary role is to sell to customers, account managers are ...