Hi Mr Hanno,Excellent Explianation On Fundamentals of KAM and Growth Potential Going Forward with Effectiveness and Efficiency.

Excellent points shared By Hano on key accounts. It's all running from pillar to post whatever line manager you are in india. Key differentiation learnt. Should have spoken more on the Digital media and his opinion as how it's going to open opportunity. Great to hear once again

Friends, I trust you had a great learning time - listening to the webinar on Wednesday, 16th and the Q & A session today. Do share your concerns, queries and thoughts, Hanno will be glad to answer your questions.

Have a look at this example from the automotive industry and transcribe it to your company and your key accounts. Inside an account, there are plenty of touchpoints / people with very specific demands and needs. It is not a singular person like a KAM, who could conduct successful and in-depth discussions with each and all of these disciplines. The team therefore necessary is identified, formed, briefed, guided, and managed by the KAM. This is what the "M" in KAM stands for!