Develop your customer base

Everybody knows that developing your existing customer base is by far the most effective way to grow your business. Doing this succesfully requires going beyond selling the functional value of your product and services. To adapt to the ever quicker changing customer needs, by learning how to solve your customer's problems and how to add value to their business strategy. Our agile approach to account management provide you with a structured and systematic way to identify and materialize the potential of each customer relation.

Create customer value

The way customers buy changed dramatically in the last 5-10 years. If you want to grow your  business, you have to do more than sell your product and services to your customer. Many organizations expect you to contribute to their business results , i.e. to generate or save €/$, reduce FTE and deliver time savings. Other companies expect their key suppliers to contribute to their business strategy, i.e. to help them to position themselves in the market and created competitive edge. 
Key is to identify which customers expect more than the functional value of your products/services and for which customer there are opportunities to add business- and organizational value. Our Value Tower helps you to develop a multi-level value proposition based on co-creation and co-development with your customer.

The goal is to have a business partnership to create business- and organizational value by executing strategic projects and implement solutions based on co-development and co-creation.

The goal is create more volume through cross/upselling based on a volume agreement with the customer or to find opportunities to sell specific solutions with a high business impact to the customer.

The goal is to develop the bread and butter of your organization by continue to sell the unique functional value of your products and services to targeted customers while identifying opportunities for further growth.

Account planning should be a ongoing effort based on customer contact and not a once-a-year excercise. The "right" account plan is being developed over the course of all customer meetings and contacts, and should be adjusted accordingly. All effort of the commercial teams should be focussed on getting traction to evolve the account to the next account stage. The progress and required effort are to be continuously assessed.

Our Agile Commercial Academy provides you with required training and coaching to develop the agile account management competences of your commercial teams.

Let’s discuss your business challenge!

One team - One goal !

Agile Account Teams derive much of their effectiveness by pulling on the multi- disciplinary skills and experiences required to drive business growth. Marketing delivers qualified leads based on targeted marketing campaigns which help account teams to get in contact with the right customer stakeholders about the right subjects. While product specialists and delivery are involved to assure products, services and solutions match the market/customer needs and the appropriate functional-, business- and organizational value is being delivered.

Account teams are supported by teams which take care of proposition development, professional competence development, process enablement and performance governance.

Visual Management platform

We have implemented our agile best-practices in the NextGen Agile tooling of Target Process and make this available for our customers. Thereby minimum learning curves and implementation costs, while optimizing emloyee adoption and -usage. As a business partner of Target Process we can support you to tailor this powerful Visual Management tooling to optimally support your agile teams or scaled agile organization or to implement business agility.