Using the key account selection/categorisation matrix

Selection and categorisation of key accounts

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In spite of its name – key account selection/categorisation matrix – the matrix has many more uses than choosing key accounts. It represents your organisation’s portfolio of key accounts, which should be managed, measured and assessed as a portfolio. The position of a customer in the matrix should be used to decide how much resource…

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Using the key account selection/categorisation matrix

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Not a member? Sign up to access this and over 303 other resources, invites to exclusive events, member-only webinars and more!

Want to access this and 303+ other resources?

Access an ever-growing wealth of on-demand KAM materials in our Member Resources Library. Explore nearly 250 items including research papers, practical case studies, diagnostics and tools, podcasts, and videos.

As an AKAM member you'll improve your KAM practices through education and networking. Receive exclusive invites to in-person and online events, have the opportunity to build and certify your skills and access a wealth of knowledge.

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