How Do You Scale Strategic Account Programs?

In the current economic climate, it has become important for vendors with large portfolios to shift their focus from gaining market share to gaining more wallet share from targeted, existing accounts. To match the complex problem-solving process and agreement network of technology professionals and businesspeople involved today in buying decisions, sales enablement (SE) professionals need to develop models of common client business problems and reorient their portfolios to match. This presentation, played back here in an easy-to-use format, gives SE pros the principles required to create a foundational customer model as well as practical advice on implementing a holistic, customer-centered strategy for transitioning to a wallet-share go-to-market approach.