What is Key Account Management? by Nikolaus Kimla

What is Key Account Management?

A Key Account is a person or a group of people with whom your business has built more than just a standard business relationship, based on the trust level.

Key Account Management (KAM) defines the full relationship between your business and your customer. It revolves around handling the customers who play a strategic role in your growth.

When dealing with multiple individuals, it’s good to record facts about decision-makers within the account that you’re dealing with. Our goal is to access information and grow key accounts into profitable long-term relationships.

Learn more about Key Account Management.

About Author

Nikolaus Kimla

A 30-year veteran of the computer industry, Nikolaus has founded and run several software companies. He and his company uptime iTechnology are the developers of World-Check, a risk intelligence platform eventually sold to Thomson Reuters for $520 million. He is currently the founder and CEO of Pipeliner Sales, Inc., developer and publisher of Pipeliner CRM, the first CRM application aimed squarely at actually empowering salespeople. Also a prolific writer, Nikolaus has authored over 100 ebooks, articles and white papers addressing the subjects of sales management, leadership and sales itself.