Best Practice Report

Global Account Management: Organizational Considerations

January 1st, 2018


In the B2B realm, global account management establishes a coordinated approach to sales, service, and customer management for multinational accounts. However, a global account management program is often an overlay to country-based, product-based, or business-unit-based sales organizations and represents a threat to their autonomy. In this report, we focus on the options and issues that you should consider when organizing a global account management program.

Want to read the full report?

Contact us to become a client

This report is available for individual purchase ($1495).

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.