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Comprehensive Account Analysis and Strategy for Customer Success

This document provides a thorough analysis of the customer account, detailing what we know and do not know about the customer profile. It highlights current and forecasted sales data, positioning within the value chain, and identifies critical activities and competencies necessary for customer success. Key success factors (KSFs) are outlined with descriptions, alongside an assessment of strengths and weaknesses in relation to the account. Additionally, it reviews key competitors and presents a strategic action plan for winning and expanding the business with this account.

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Comprehensive Account Analysis and Strategy for Customer Success

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  1. Key Account Analysis

  2. What do we know about this account? Customer Profile

  3. What other intelligence do we have about this account? Customer Profile

  4. What do we currently NOT know regarding this account? Customer Profile

  5. Our Current & Forecasted Sales

  6. Where do we fit into the value chain? Us Customer Tier 1 OEM Value Chain • Enter Point 1 • Enter Point 2 • Enter Point 3 • Enter Point 1 • Enter Point 2 • Enter Point 3 • Enter Point 1 • Enter Point 2 • Enter Point 3 • Enter Point 1 • Enter Point 2 • Enter Point 3

  7. What activities/competencies are critical for customer success? KSF #1 Key Success Factor #1 Enter a description of this key success factor. Customer Key Success Factors KSF #2 Key Success Factor #2 Enter a description of this key success factor. KSF #3 Key Success Factor #3 Enter a description of this key success factor.

  8. What are our strengths & weaknesses vis-à-vis this account? Strengths & Weaknesses

  9. Who is competing for the business on this account? Key Competitors

  10. What do we need to do to win/expand this account? Action Plan

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