In B2B companies, a significant part of the revenue stream comes from a small number of key accounts. It’s hard to win them, and it’s even more critical to keep, manage and grow them. If done right, key accounts can deliver the highest growth in the least amount of time, at the lowest cost. There's likely one element missing from your KAM strategy that is standing in the way of you from getting more revenue from your key accounts today...

1. COULD YOUR KEY
ACCOUNT STRATEGY BE
COSTING YOU REVENUE?
REVEGY ACCOUNT BASED IMPACT SERIES

2. As a B2B company, a significant part of your revenue comes from key
accounts. You fought hard to win them. And it’s critical to keep, manage
and grow them. But here’s the thing. Growing revenues in key accounts
presents a unique set of challenges.
Complex, matrixed
organizations – bigger, wider,
deeper – by functions, verticals
and geography
Driving more
revenue to fewer
suppliers
Require you to not
just add, but create
ongoing value
The only sustainable way to grow your key account
revenue is to help them grow their business.

3. EASIER SAID THAN DONE.
For many key account managers, it’s more
of ‘let’s not lose it’ rather than ‘let’s help
these guys grow’ mentality.
If done right, however, key accounts can
deliver the highest growth in the least
amount of time, at the lowest cost.
Not just over the long term. But Now.
So, what’s stopping you from
getting more revenue from
your key accounts today?
Your peers have revenue
growth rates for strategic
accounts that are 2X higher
and sales cycles that are
40% shorter than traditional
or net new accounts.

4. Are you convinced that your account managers
have identified all of the potential up-sell and
cross-sell opportunity in your key accounts?
You could be missing out on huge growth
opportunities not due to a lack of strategy, but
because your current approach to managing
key accounts is missing a critical element…

5. ...THE ANSWER IS
HIDING IN PLAIN
SIGHT.

6. Are Different From...
Sales Targets
Key Account Goals
Are Different From...
Customers
Key Accounts
Are Different From...
Sales Reps
Key Account Managers
Shouldn’t your key account platform
be different from standard sales
enablement tools?

7. BREAK OUT OF THE LOW-GROWTH LOOP
Lack of specialized platform: planning,
processes and technology to drive real
Key Account Growth
Key account complexity
clouds domain visibility
and knowledge
Sustained growth is impossible
without a single source of truth
Clouded visibility hinders
alignment and coordination of
the right internal stakeholders
Lack of accurate relationship
assessment and customer potential
is a major cause of missed revenue
Poor stakeholder alignment leads
to faulty assessments of relationship
strength and future revenue potential

8. “Leveraging Revegy has lead
to an improvement in the
quality of our relationships with
customers, and is helping us
uncover larger, more strategic
opportunities that we would
have never considered before...”
Denise Matalas
VP, Strategic Programs
The right platform for key
accounts can uncover
pipeline opportunities
that get lost in the loop.
Companies that engage in effective and ongoing key
account planning have win rates nearly double that
of companies without a formal process and companies
that use a solution designed specifically for account
planning have an 11-point advantage over those using
manual efforts and a 9-point advantage over those
using homegrown or CRM applications.

9. Take an interactive tour of a best-in-class key account
plan created with purpose-built technology.
SO WHAT DOES THIS
LOOK LIKE?
SPECIALIZED KEY
ACCOUNT MANAGEMENT
PLATFORM
Purpose Built
Technology
Consistent, Systematic
Framework
Account Planning
AND Execution

10. Colin Anderlohr
Senior Director of Sales Effectiveness,
JDA Software
“Account planning was done once a year on PowerPoint and
stashed away in a virtual drawer…it was a one-and-done
exercise for management as opposed to an enabling event…”
Account Planning AND Execution
STRATEGIC ACCOUNT
PLANNING
Strategic Account Management (SAM) is a
company-wide initiative in complex, highly matrixed
organizations which focuses on building strong and
mutually beneficial relationships with a company’s
most important customers and partners.
Automated approach to identify gaps, correlations
and opportunities not visible with CRM/ templates/
manual efforts
Single source of truth gets all internal stakeholders
including leadership on same page and shifts focus
from account management to sustained growth
Strengthen strategic partnership with key accounts
by aligning with client’s strategic goals and co-
creating growth plans
TACTICAL ACCOUNT
PLANNING
One off/tactical account planning exercise
without any real execution or action
Manual collation and management of scattered
or siloed data: Lack of ‘big picture’ across
complex data points means poor customer
intelligence and no actionable insights
Planning on Excel, PPT, Word and emails, with
no tracking/ governance mechanism: lack of
accountability, inability to measure KPIs
Fragmented view of customer and domain,
hands-off leadership: lack of strategic insights,
missed revenue opportunities

11. DIY ACCOUNT PLANNING
Over dependence on an individual key account
manager makes organization vulnerable to account
churn, longer onboarding, loss of strategic focus
Poor collaboration, accountability as key
stakeholders don’t follow systematic approach to
core processes
Lack of holistic approach means a tactical
(deal-based) approach with multiple
uncoordinated tactical contacts that confuse
clients
Operational tasks and inefficiencies soak up
valuable account manager time and resources
ACCOUNT PLANNING WITH
BUILT-IN BEST PRACTICES
Scalable Key Account processes that transfer ownership of
the account relationship to the organization and mitigates
risks of person dependency
Builds organizational intelligence and creates stakeholder
accountability as everyone is on the same page
Smooth collaboration across global teams enables
integrated value creation for Client
Dramatically increases Account Manager efficiency and
effectiveness by focusing on strategic work, not
operational tasks
Consistent, Systematic Framework
JDA Software
(Top 50 Accounts make
up 70% of revenue)
“We couldn’t build relationships with clients. There could be 5-6 reps [calling a single
account]. We tried to coordinate as much as we can but it was disjointed…reps
had their own processes. What we needed was a best practice and standardized
approach to get engrained within the accounts with the largest potential.”

12. ONE-SIZE-FITS-ALL APPROACH
TO TECHNOLOGY
THE RIGHT TECHNOLOGY
FOR KAM
Manual systems cannot handle or leverage the
scale and complexity of Key Accounts
CRM was designed for sales enablement, not
key account management
Homegrown and hybrid systems are a high-risk
CAPEX that make you vulnerable to becoming
technologically obsolete overnight
Technology specifically designed to manage scale and
complexity of globally dispersed Key Accounts
Transforms core activities like account planning,
relationship management, and opportunity creation
into high-yield processes
Easy to deploy, scale, integrate, upgrade with cloud-
based SaaS model
Purpose Built Technology
Excerpt from MarTech Advisor article
“Why Are B2B Companies Adding KAM
Technology to CRM?”
“They realized that Key Accounts had their unique complexities
and could not be processed through the same CRM systems that
managed their hundreds of other smaller, low-growth potential
accounts or what we may call today the ‘long-tail’ of accounts.”

13. NOT HAVING A KEY
ACCOUNT PLATFORM
COMES AT A HIGH PRICE.
How much revenue could you be missing
out on this year from your accounts?
“It’s like a ball player who
didn’t even know there
was a game being played
before they had a chance
to try out for the team.”
Colin Anderlohr
Global Head of Sales
Effectiveness
JDA Software

14. WHAT IF WE
TOLD YOU...
...that with the right platform, you
can see tangible and immediate
revenue growth opportunities
in your Key Accounts that can
impact this year’s pipeline?
Without any capital investment,
new methodology development,
or risk? Even better.
“We’ve been able to not only build pipeline of active
opportunities but also things that we may want to start
working on in the future or together and that starts to
eliminate competition and other hurdles that may come with
active opportunities that come much later in the process…”
Jason Huckabee
Senior Director Global Talent Development
SAS Institute
2 DAYS
By focusing on just 17 key
accounts in a two-day
workshop with KAM technology,
SAS Institute identified
$20M in pipeline for that year.

15. THREE QUESTIONS TO
CONSIDER TODAY:
How many accounts make up 80% of your revenue?
How much revenue would a 3% increase in growth
within just those accounts yield?
If you got a meeting with one of the CEOs at those
accounts an hour from now, could you walk in and
have a strategic conversation about his business and
your organization’s long-term value?
Keith Hartley
Vice President, Oracle
“In 3 out of 4 account planning sessions we do, the customer is now present
and involved, essentially helping us build the positioning to grow more…”

16. Revegy is a comprehensive, purpose-built key account
planning platform for enterprise-scale companies that
is easy to deploy and quick to deliver ROI.
“Revegy implements quickly and is highly configurable to your business requirements.
We rolled out their account planning and management technology and utilized it first
with dedicated accounts where we saw the greatest long term opportunity…”

17. SO WHAT NOW?
A Tip From SiriusDecisions:
“Consider starting with a few core
accounts to test assumptions,
identify pitfalls and ensure that
execution matches expectations.”

18. HERE IS WHY INDUSTRY
LEADERS CHOOSE REVEGY TO
DRIVE KEY ACCOUNT GROWTH
Methodology and CRM agnostic platform with seamless
integration to existing systems
Transition from transactional selling to strategic
partnerships with your most valuable accounts
Consistent planning, reporting, and analytics for the right
actionable insights at the right time
Immediate and long-term forecast and revenue visibility
Join the dots across complex data to spot immediate and
strategic farming opportunities with whitespace analysis
Anytime, anywhere access to key account intelligence for
all stakeholders builds collaboration and delivers single-
window value to clients
Built-in visualization enables users to navigate complex
landscape of people, politics, opportunities and threats

19. PROOF POSITIVE
Revegy is trusted by world-class sales and account
teams for a reason. Let us show you why.
SCHEDULE A DEMO
Revegy gave all stakeholders
visibility into a living and
breathing, real-time account
plan for sustained revenue and
growth. We’re seeing benefits
in terms of who we’re getting
access to, better anticipation
of customer needs, and having
farther reaching horizon of
projects to work on WITH our
customers.
Colin Anderlohr
Sr. Director, Sales Effectiveness
Revegy enables us to document
customers’ goals, how they’re
trying to accomplish them,
and what’s driving them in
a methodical, consistent
way, which has had a direct
impact on revenue. It allows
us to reinforce the focus on
the customer and what they’re
trying to do, leading to net new
opportunities that we may never
have thought about before...
Denise Matalas
VP Strategic Programs
We now have the ability for account
managers to visually see where
the gaps are and create a detailed
account/action plan moving
forward which allows us to see
what was previously invisible…
to see between the spaces to
what is the real opportunity. Since
launching Revegy (3 quarters) we
have seen revenue generated
within our account management
team double.”
Jennifer Dougherty
Manager Sales Enablement
With Revegy, the broader
account team discusses
alternative strategies, other ideas,
new opportunities that come
from these discussions and how
we can potentially combine
strategies/new requirements for
larger opportunities which in
turn increases the value to the
client and encourages quicker
acceptance by key contacts to
walk through from the business.
Al Haskins
Major Account Manager