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Sales Relationship Management
Large Account Management Process SM
Strategic Planning for Protecting and Growing Key Accounts
Large Account Management Process (LAMP®) uncovers how to best manage and grow strategic accounts by bringing the entire relationship into view. This process provides organizations a road map for identifying strategic customer relationships that have growth potential. The outcome is a one- to three-year plan to strengthen the account relationship through team selling and customer collaboration.
Organizations learn to determine account revenue potential and how it impacts their selling strategy. The process highlights how managing a customer's perception of the business relationship, and mutually identifying the appropriate level of collaboration, can significantly minimize price sensitivity and competitive threats. LAMP® helps sales organizations objectively determine this perception and define goals to keep their position as trusted advisors.
Channel Partner Management SM
Aligning Optimizing Results from Indirect Distribution
Channel Partner Management facilitates strategy alignment for organizations that go to market through an indirect channel. Organizations implement a process to define goals, minimize vulnerabilities, and establish commitments. This program offers a method for prioritizing channel partners based on the potential of the partnership and for aligning objectives for enhanced performance.
Channel Partner Management focuses on satisfying mutual business objectives, beginning with an understanding of each party's key area of focus and unique strengths. The program helps companies validate and commit to the programs that accomplish desired objectives and optimize both parties' investment in the partnership.
