IT Distributor Key Account Managers Programme – Case Study
What the issue was
The challenges faced by the Key Account Managers were that the Distributor has a large volume of Partners across its business and is currently struggling in driving partner purchase volume and adding value to the top account partners. The Account Managers do not have Account Plans with top partners to grow mutual business.
How we solved this
After conducting a small amount of research on how the Account Managers currently operate, we created a programme to Identify the type of information that is required in the Account Managers Key Account Plans. Discuss the skills and behaviours that are crucial in delivering key account and stakeholder management. Developed the thought process of better understanding of Partners and their business drives great relationships and increased sales across both hardware and software.
Developed the skills and behaviours required to uncover the partners strategies, customer needs so that account plans could be created, implemented and became the ‘way we do things’. Created a specific partner plan for one partner which was presented to the facilitator and business leader.
Outcomes
MPI delivered a 2 day programme with WebEx follow up to check on progress. Each Account Manager developed their Partner plans and implemented these across the cisco business There was an increase in added value by the partners and the business alike and partner relationships were enhanced demonstrated by an increase in market share.
What the Client said
“MPI have delivered what we believe was probably one of the most effective training sessions we ever had for our Key Account Managers as it combined background theory and practical hands-on work on real partner account plans”