Kapta Customer Success

APRIL 15, 2024

Are you forcing your account managers to use pre-sale tools to do post-sale activities? If you’re one of the 22.9 percent of businesses using Salesforce, this might be you.

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Kapta Customer Success

MAY 21, 2024

Adapting your key account management approach as customers change is crucial. Read this blog to learn what it takes to succeed in key account management today.

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Kapta Customer Success

APRIL 22, 2024

Learn why doing more with less is a losing proposition and how your account management team can help your organization win big in economically challenging times.

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Kapta Customer Success

OCTOBER 4, 2021

Splitting your organization's accounts into general accounts, key accounts, and strategic accounts sets the foundation for your teams' entire strategy.

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Kapta Customer Success

DECEMBER 12, 2022

We just announced the preliminary lineup of speakers for our premier conference for Account Management leaders and innovators. Are you going to KAMCon in 2023? Our KAMCon event takes place from April 12th to 13th in Boulder, CO and includes impactful learning experiences from today’s visionary thought leaders and executives.

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Kapta Customer Success

DECEMBER 18, 2023

The upcoming year will be challenging for account managers and customers alike. Consequently, account managers are caught in something we refer to as “the big squeeze,” experiencing both internal and external pressures.

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Kapta Customer Success

JANUARY 15, 2024

If your business is making this shift, you’re likely interested in identifying the best tech to support your key account management team. 67% of businesses are prioritizing customer retention over new customer acquisition.

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Kapta Customer Success

DECEMBER 4, 2023

Key account management requires a formal process and technology to support it. Learn what account management processes CRM doesn’t support and which software does.

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Kapta Customer Success

OCTOBER 16, 2023

Do you have a roadmap for Key Account Management excellence? Without a roadmap, you risk getting lost or making a wrong turn. You can’t determine where you are starting, where you are going, and what to do next.

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Kapta Customer Success

NOVEMBER 27, 2023

Hitting your business goals would be more difficult without key account managers. Here are their many contributions to your long-term business growth and success.

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Kapta Customer Success

NOVEMBER 8, 2021

Growing a strong account management team requires more than just good salespeople. It also requires solid account management software to support your team.

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Kapta Customer Success

OCTOBER 25, 2021

In the key account management world, all too often, we see that companies prefer to pair a customer relationship management platform with various software platforms to perform tasks and manage their clients. However, this only hurts your managers and their clients in the long run.

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Kapta Customer Success

JUNE 21, 2022

Strong sales and account management leaders can pave the way to innovative, customer-centric workflows and organizational changes.

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Kapta Customer Success

SEPTEMBER 13, 2021

The terms key account management and customer success are often used interchangeably within organizations. However, while the two strategies share a few common goals, they are completely different in their implementation.

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Kapta Customer Success

DECEMBER 13, 2021

Even when you have a team of all-star key account managers, you need replicable business processes that everyone on the team can understand and follow. This consistency doesn't just help your account managers have a framework for doing their job well.

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Kapta Customer Success

JANUARY 10, 2022

Breaking down the key account management process and how KAM software can help. Key account management is an essential function of your organization. Keep reading to learn all about the key account management process and how KAM software can help.

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Kapta Customer Success

SEPTEMBER 8, 2023

Improving your key account management practice and successfully navigating change is hard. Learn how to create a Success Strategy and improve your productivity.

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Beyond Philosophy

JUNE 1, 2023

They were asking for the account number right off the bat. Management may not be able to understand your context. What’s more, the senior management had one, too. The senior managers thought customers would be ready to present their account numbers upon getting through the call center queue. Click here !

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Kapta Customer Success

NOVEMBER 21, 2022

Developing a key account management program is a worthwhile effort, given the fact that key accounts can represent 30 to 50 percent of revenue and margin for many companies. So, retaining these top accounts is essential in an increasingly competitive marketplace.

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Kapta Customer Success

AUGUST 21, 2023

She walked us through the elements of a key account management (KAM) compensation program and how to build your own effective plan. Mary has noticed that from company to company, customer success, account management, and key account management don’t get the same love and TLC as the other departments.

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Kapta Customer Success

AUGUST 7, 2023

CXO at GadellNet, Ashley Pyle , gave an engaging presentation at KAMCon 2023, about how to hire account managers with precision. During her talk, Ashley spoke about what you should consider as you go through the account manager hiring process to successfully select the best candidate for the role.

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Kapta Customer Success

JULY 3, 2023

Although these external factors are out of our control, there are risks that develop within key accounts that you can influence, IF you spot them early enough. There are various forces in the business world causing stress for your company and for your customers such as banking issues, interest rates, and a pending recession.

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Kapta Customer Success

SEPTEMBER 19, 2022

Your job as a key account manager (KAM) is to secure that revenue by delivering value to your customers. For most B2B companies, about 70% of annual revenue comes from existing customers. That’s seven out of every ten dollars coming from the base. I think about this as protecting and growing the revenue from your existing customers.

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Kapta Customer Success

JANUARY 24, 2024

This puts account management teams under duress. This leaves account managers overloaded with more to do than is effectively possible. Is your company doing more with less? They are tasked with protecting and growing your most valuable customers while their portfolios expand, and their teams shrink.

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Kapta Customer Success

JANUARY 3, 2023

Account managers can’t succeed by flying solo. Working as a team enables you to be more strategic and become a trusted advisor to your accounts. Customer retention and growth is a team sport that doesn’t work when done in isolation.

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Kapta Customer Success

DECEMBER 5, 2022

Key account management can be overwhelming if you don’t have a process and plan to keep you on track. There are so many tasks and elements to juggle and navigate each day, it sometimes feels like a miracle when you’ve completed even one thing you set out to accomplish in a given day.

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Kapta Customer Success

AUGUST 28, 2023

Account management is a social role that requires interdepartmental cooperation. Learn how account managers can collaborate with four teams for better outcomes.

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Kapta Customer Success

NOVEMBER 28, 2022

So, to ensure retention, your key account managers need to be at their best to shore up these VIP customers. Retention is essential to meeting your growth numbers. Otherwise, it becomes less attainable with approximately 70% of annual revenue coming from existing clients.

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Kapta Customer Success

MAY 8, 2023

How many accounts can a key account manager (KAM) handle effectively? According to Gartner , KAMs are responsible for an average of seven to eight key accounts, devoting a substantial amount of time collaborating with clients and internal resources to drive value for these VIPs.

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Kapta Customer Success

AUGUST 15, 2022

There are many activities required for successful key account management. But getting started or improving your abilities as a key account manager (KAM) is easier when you know the fundamentals. Keeping them straight and completing them all can seem a bit overwhelming at times.

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Kapta Customer Success

NOVEMBER 14, 2022

Top Key Account Managers (KAMs) continually build their skills and knowledge. Research shows that without consistent coaching, feedback, and reinforcement, KAMs will quickly forget what they learn.

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