Summary
As B2B organizations implement more refined strategic account strategies, contributions from multiple teams and programs are critical to managing the intricacies of an aligned account-based process. Revenue development representatives (RDRs) are an important part of the expanded account team, and many companies are creating a more senior, specialized account development representative (ADR) role. In this report, we describe specific responsibilities, measurement guidelines, and required team interlocks for ADRs focused on the growth of new and existing strategic accounts.
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