As the technology market becomes more competitive, more global and more mature, effective account development has become a major driver for profitable growth.

It is no secret that approximately 80% of current or potential revenue can come from just 20% of your current client base. Key customers offer the greatest potential for future growth and the security of your business. From this alone, it is obvious that careful account development is vital and is one of the most important elements of the entire business process.

In recognition of this the Account Development proposition from Martrain ensures our clients understand their customer accounts intimately. Utilising a blend of desk research and telephone communication we develop a detailed understanding of the customers business and key areas for investment, as well as the thinking behind IT strategy. We contact multiple members of the decision making unit across business divisions, and geography if necessary, to reveal a full and in-depth picture of additional business opportunities.

Our approach to account development is focussed on building a picture of your customers business, their needs and future business strategy, then leveraging this to promote your business and technology solutions. Exploit this knowledge to refine sales strategies and increase both vertical and horizontal penetration.

Please contact us for further information or to discuss your Account Development requirements in more detail.

See also:
Account profiling | Lead generation | Clients | Case studies