IT ALL STARTS WITH INTENT

Anyone who has ever been a key account manager, or penned a key account management strategy will have an acute understanding of the “key account” part of the job. It’s simple – look after the top 20% of your customers where 80% of your revenue comes from. The often misunderstood part, is the “management” bit.
If you want to secure and grow your key accounts in today’s economy, you better get busy managing these customers. Proper management of key accounts requires constant collaboration, communication, engagement, and most importantly, intent. Without intent, you become a slave of “reaction”, and no software in the world can ever help you sustainably improve. With intent, you can summon the energy and commitment it takes to focus on building a solid (pro-active) account plan that will bring your team together to strengthen and grow your key customer relationships.
Then, all you need is really great software to help you execute your plan…

BUILD GREAT PLANS

Forge pro-active account plans that will keep you focused on your goals.

EXPLORE RELATIONSHIPS

Unlock deep insight into your business’ connections and relationships.

EXPLOIT WHITESPACE

Up-sell and cross-sell your customers with Whitespace intelligence.

SEIZE OPPORTUNITY

Prosecute Leads and Opportunities like a seasoned sales pro.

PLAN TO REACH YOUR GOALS

Lay a solid foundation for successful key account management with a well-rounded, concise plan of action. Start with your customer at the centre of your plan. Understand where they are in their business’ cycle and find out what is most important to them in the coming year. Are they growing? Defending their position in market? Opening up new product or service lines? How are you and your company going to align yourselves to their strategy so that you are seen as a valuable business partner? Collaborate with key internal resources and stakeholders to get a complete view of your current dealings with each customer and identify opportunities for expanding your reach in that customer. Lastly, set yourself and your team measurable goals and objectives to attain during the course of the year. EC’s Key Account Management tools help you to structure these plans so that you can get the most out of every customer engagement.

CONNECT. EXPLORE. ACT.

Have you ever wanted to get into that juicy account that seems beyond your reach? We’ll bet that you could – and easier than you thought was possible. In fact, inside your company lies a myriad of social and professional networks just waiting to be unlocked, and right now, [probably] nobody is doing anything about it. That’s why we built the Relationship Explorer. It’s a tool that works hard to surface these complex social and professional connections in a simple, insightful and usable way, so that your people can leverage warm and easily accessible relationships to build new connections with prospective clients.

CONNECT. EXPLORE. ACT.

Have you ever wanted to get into that juicy account that seems beyond your reach? We’ll bet that you could – and easier than you thought was possible. In fact, inside your company lies a myriad of social and professional networks just waiting to be unlocked, and right now, [probably] nobody is doing anything about it. That’s why we built the Relationship Explorer. It’s a tool that works hard to surface these complex social and professional connections in a simple, insightful and usable way, so that your people can leverage warm and easily accessible relationships to build new connections and relationships with prospective clients.

YOUR CUSTOMERS DESERVE MORE

More than Discussing the Weekend Sports
More than “Wow, How’s This Weather?”
More than Blind Cross-Selling
More than the Status Quo
Your customers deserve more than the tired, non-value-adding conversations [read: waste of time] that your reps are forcing them to go through. Your team needs to be empowered to drive insightful and meaningful customer conversations and engagements at every touch point. We built Whitespace to help your people to do just that. Whitespace integrates with your ERP and CRM (as well as other line of business databases) and incorporates machine learning and highly specialised data visualisations to provide an intuitive solution to grow customer wallet share.
GIVE THEM MORE

SEIZE THE OPPORTUNITY

When an opportunity to do more business with a customer is presented to you, don’t be complacent and (most importantly) NEVER assume the deal is in the bag just because this customer is a key account. Every sales lead and opportunity must be driven forward with the same professionalism and vigour that first led your business to engage with this customer.
EC implements world-leading Sales Force Automation solutions built on the best technology available so that your teams are equipped to tackle even the most challenging sale.
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