Focus on key customer differentiation

Customer profitability, Selection and categorisation of key accounts

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Zaris is a security company with three strategic business units and five key customers that represent over 20% of its business. The case study outlines the financials and a short portrait of each customer. This poses questions about the selection and categorisation of key customers; customer profitability; allocation of key account managers to key accounts; objectives…

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Focus on key customer differentiation

Membership Required

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Not a member? Sign up to access this and over 289 other resources, invites to exclusive events, member-only webinars and more!

Want to access this and 289+ 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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