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Onboarding an enterprise client in Key Account Management (KAM) can present several challenges. These may include understanding the client's unique needs, aligning their goals with your business strategy, and managing their expectations effectively. Additionally, the process can be time-consuming and require significant resources. To overcome these challenges, it's crucial to have a well-defined onboarding process in place. This should include clear communication channels, regular check-ins, and a dedicated account manager to oversee the process. It's also beneficial to use KPIs to track the client's satisfaction and risk level, as mentioned in the content.
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As KAMs know, onboarding an enterprise client is an important process. Managers can survey clients as to their satisfaction scores to assess where improvements can be made. The accounts and MRR at risk help Managers determine where the most value is at stake. Accounts at risk are listed by importance and the length of time they're in the queue, though managers can edit this to whatever quantifiable KPI is best to track their client's risk level. (Slide 24)
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Need to better retain your biggest customers and maximize their values? Use our Key Account Management presentation for the top tools to manage the ac...
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