This executive slideshow challenges the current key account status quo and uncovers the missing element in account management programs that is preventing companies from capitalizing on the untold amount of revenue opportunity in their existing customer accounts.

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.
The only sustainable way to grow your key account
revenue is to help them grow their business.
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

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. Sales Targets
Key Account Goals
Are Different From...
Customers
Key Accounts
Are Different From...
Sales Reps
Key Account Managers
Are Different From...
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
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
THE RIGHT TECHNOLOGY
FOR KAM
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. 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…”
THREE QUESTIONS TO
CONSIDER TODAY:

15. 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…”

16. 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.”

17. 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

18. PROOF POSITIVE
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