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Account Management Transformation

Grow share of wallet and retention from existing customers

Do account plans drive measurable revenue growth?

Organizations expect account managers to grow existing customers, but in reality they mainly maintain them, without a systematic growth approach. Account managers act reactively instead of proactively developing accounts, and upsell and cross-sell depend on individual experience rather than structure.

If account plans exist, they are often outdated and follow-ups cannot be monitored. Opportunities remain invisible until customers ask, while churn risks are identified too late. As a result, share of wallet stays below its potential, and management lacks transparency into future account growth and risk.

Growth and churn only show up in the numbers, not before

Your situation

  • Upsell and cross-sell are reactive, not planned or tracked
  • Limited visibility into account potential, risks, and engagement
  • Account managers focus on operations over value creation
  • Churn signals are detected too late or not at all

What you want

  • 10–20% increase in share of wallet from existing customers
  • Predictable pipeline from account plans instead of ad-hoc deals
  • Early visibility into churn risks and retention actions
  • A scalable account management system, not hero-dependence

Customer case:
+16% in sales results after full Transformation

Download this customer case to understand how our approach is executed and how it could upgrade your account management process. 

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Account Management Transfromation Results

The Logic

Account growth is driven by structure and visibility, not coincidence

Account Mgmt. transformation:

  • Define a clear account mgmt. process focused on growth & retention
  • Build clear account plans covering potential, stakeholders & risks
  • Translate account insights into concrete upsell & cross-sell opportunities
  • Embed activities, follow-ups, and signals into CRM workflows
  • Enable managers to steer on account health, pipeline, and risk indicators

A transparent growth engine for existing customers

Account plans, opportunities, and churn signals form a system that grows wallet share and protects recurring revenue.

Account Management Blueprint Process Transfromation

How does it work in practice

Account plans, CRM workflows, and dashboards make customer growth and risks visible and actionable every week.

When is this for you?

Continuous growth from existing customers, not one-off hunting

This IS for you, if:

  • Existing customers are your main growth lever
  • You want structured upsell, cross-sell, and retention, not gut feeling
  • Account managers manage a high degree of products and complexity
  • You want early churn signals instead of reactive firefighting

This is NOT for you, if:

  • You expect immediate revenue without changing ways of working
  • Account management is seen as a purely relational role
  • You are not willing to use CRM and data consistently
  • Growth mainly comes from new customer acquisition
Account Management Analysis Results

Webinar: Account Mgmt. Transformation

Learn more about how you can set up your Account Mgmt. team to increase the share of wallet of your customers.

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