Best Practice Report

Global Account Management: Operational Considerations

January 1st, 2018

Summary

Creating a global account management program that treats a complex multinational customer’s worldwide operations as a single account is not simply an extension of strategic or national account management capabilities. A global account program requires significant changes and investments, as well as collaboration across multiple functional groups. In this report, we discuss the organizational changes, go-to-market capabilities, and infrastructure requirements that sales operations leaders must evaluate when preparing to implement a global account management program.

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