Key Account Management

The key account management functions provide access to processes relevant to key accounts (e.g. major customers).

These functions are only available to accounts where the Key Account check box is enabled. If this is the case, the Key Account Management node is displayed in the account’s tree view.

The Key Account Management area provides you with an overview of the account plans for an account, including associated detail plans and products.

You can:

• Add account plans, see Account Plans.
• Define detail plans and products, see Detail Plans and Detail Plan Products.
• Display an overview of all relevant detail plans in a timeline, see Timeline.
• Apply mass updates to listings, see Bulk Listing and Removing Items from Listings.
• Add marketing objectives, see Adding Marketing Objectives.

The following diagram illustrates the key account management hierarchy.

Depending on the corporate structure of your customers, you may have several account plans, e.g. one for each sales cycle with several detail plans including products for each account plan. Detail plans allow you to plan out your approach in detail.

Select (Sales) > Account Plans or Detail Plans to display an overview of all account plans or detail plans added for all accounts.

Select (Reporting) > KAM Calendar to display an overview of all marketing activities, see Key Account Management Calendar.