How can your firm judiciously harness technology for strategic account management?
In this case, the steps in the chapter are the best way to answer that question:
Step One: Identify critical strategic account management performance needs within the context of the sales and customer management processes.
Step Two: Identify and speak to noncompetitive firms that have successfully implemented technology solutions for their strategic account management programs.
Step Three: Filter—which of these strategic account performance needs could technology best meet?
Step Four: Assess the technology-readiness of both the strategic account managers and anyone else who will be using the system.
Step Five: Develop and support tech-based solutions.
Step Six: Implementation—pilot, then rollout.
Step Seven: Review and revise tools..