KAM Metrics: Measuring Success
Are your key performance indicators (KPIs) really proving the value of your key account management (KAM) team? Too often established quantitative sales metrics are not being complemented by KPIs that prove the quality and depth of stakeholder relationships. As the use of omnichannel marketing and demands of diverse stakeholders increase, what are the KPIs and assessment strategies that will reveal meaningful operational insights? In this report, front-line experts reveal the KPIs and metrics that are unlocking new insights to KAM performance and effectiveness.
Companies
Novartis, Astellas, Twitter, LinkedIn, Veeva, Salesforce
- Subject synopsis
- Research methodology and objectives
- Key insights summary
- Issues and insights
- Quantitative and qualitative KPIs
- Issue summary
- Questions
- Key insights
- Supporting quotes
- Intelligence exhibits
- Leading and lagging KAM metrics
- Issue summary
- Questions
- Key insights
- Supporting quotes
- Intelligence exhibits
- Customer-centric KAM metrics
- Issue summary
- Questions
- Key insights
- Supporting quotes
- Intelligence exhibits
- Flexible, configurable KAM metrics
- Issue summary
- Questions
- Key insights
- Supporting quotes
- Measuring the success of global key accounts
- Issue summary
- Questions
- Key insights
- Supporting quotes
- Metrics for omnichannel KAM platforms
- Issue summary
- Questions
- Key insights
- Supporting quotes
- Leveraging emerging technologies in KAM evaluation
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- Questions
- Key insights
- Supporting quotes
- Leveraging data to identify novel KAM metrics
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- Questions
- Key insights
- Supporting quotes
- Key challenges in measuring KAM success
- Issue summary
- Questions
- Key insights
- Supporting quotes
- The future of measuring KAM success
- Issue summary
- Questions
- Key insights
- Supporting quotes
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