Strategic Account Management: Aligning Customers with Your Sales Organization
A large multi-national company was reorganizing; drastically
changing its business structure which resulted in reassigning 15,000 +
strategic accounts to new business units.
The accounts not only needed to be reassigned, but challenges
to assignment or "ownership" among the new business units needed to be rapidly
resolved to ensure proper account service and accurate alignment of financial
ADC consultants created a web based collaboration tool that
allowed business unit managers to:
1) Review assigned accounts
2) Trade accounts among units
3) Assign new accounts to appropriate business units
4) Reconcile and update account alignment for financial reporting purposes
The web-based tool created stronger communication among
business unit managers and ensured that proper protocol was followed in
reassigning strategic accounts. All accounts were properly assigned and revenue
was correctly allocated and recognized within the appropriate business unit.
Unit managers gained better insight to the value of individual accounts.