Find out the secrets that Key Account Managers never share 1 Learn about the hard situations faced by Key Account Managers 2 Check if there are tools that can help with the hardships of Key Account Management. 3 Finally, find out how Key Account Managers can change the world!

1. OF A KEY ACCOUNT MANAGER
C NFESSIONS
A 2018 DemandFarm Presentation on the beautiful people
championing Key Account Management.

2. I am no
...Politician

3. I am no
...Movie Star

4. I am no
...Advertising Pro

5. I am a
Key Account Manager

6. And I have
Confessions too...

7. Key Account Management is...
PAINFUL.

8. Most look forward to the Holiday Season but I quake in my
boots just thinking about it!
Why, you ask?
This time of the year, I must create a comprehensive Account
Plan for each of my Key Accounts.
It takes work, strong intent and loads of thought to
create a Win-Win proposition.
You will see why...

9. Understanding the business of key
accounts requires assessment of a
number of factors - market demand,
macroeconomic situation, company
strategy, leadership and more.
Pretty overwhelming!!!
KEY ACCOUNTS’ BUSINESS

10. Understanding own company’s service
offerings to create value for Key Accounts
is not apparent. Strong assessment of
existing internal capabilities plus the need
to create opportunities for new products
and services takes its toll.
Pretty overwhelming!!!
INTERNAL SERVICE OFFERINGS

11. INTERNAL
SERVICE
OFFERINGS
KEY
ACCOUNTS’
BUSINESS
The Win Win Zone is a tough one. And even when you find it, the pain continues.
WIN
WIN

12. The Win Win Zone has operational inconveniences.
No Single view of Account
Poor UX of Systems
Missing market insights
Account structuring issues
Overwhelming number of factors
Task 2
Task 1
CalendarEmail
Word Doc
Excel
Powerpoint 2 Powerpoint 1

13. The snow may be
a pain to deal with
but it is joy to play with!

14. I get to mould the snowman
that is my Company’s Future.

15. I have the opportunity to impact
revenue growth by executing
Account Plans well.
Key Accounts contribute to 80% of the Company
Revenue. Thus, they have a strong correlation to
company growth.

16. I contribute to
product development.
Working closely with clients allows me
to have my ear to the ground at all
times. I know exactly what is required
and this allows me to give insightful
inputs to the product / services
development team which are always
impactful!

17. I build relationships
for life.
Although building relationships with high flying
corporate executives may not be easy, I do a
pretty good job! So good that when the they
move jobs, I get a little more busy.

18. Sometimes, I get to shape
the Future of the World, too.

19. Let me ask you a question

20. I can change the course of history like my colleagues
who have created these KAM Success Stories.
Boeing-Nordam
Timberland-Omni United
Sintex - French Manufacturer

22. Did you spot my fellow
Key Account Managers?

23. The Lap of Luxury
Hobnobbing with corporate high-flyers isn’t easy.
With limited time and a taste for lifestyle, they wine and dine in luxury.
Sounds glamourous?
It gets positively tedious!

24. In all this complexity and exhilaration, I need a companion.
Maybe a tool that helps me in the process, nudges me, provides insights.
Ask for a Demo
TECHNOLOGY TO MANAGE GROW KEY ACCOUNTSAND