The ability of a company to effectively manage and grow its strategic accounts directly impacts revenue generated from high-value customers. How does one manage key accounts and set up successful key account management processes?

In episode #7 of The Shift Podcast on Digital Key Account Management, Pavel Carballo (Director, Enterprise Sales Nordics at Databricks) and Dr. Karthik Nagendra (Chief Marketing Officer at DemandFarm) discuss what goes into key account management success.

In this episode of the Shift podcast series, Pavel shares his thoughts on measuring the success of key account management efforts including:

1) Metrics that should be used

2) Tracking progress over time

3) Using data to make informed decisions

4) Leveraging data and technology