Podcasts Technology MSP Business School Driving Value and Revenue through effective Account Management

Driving Value and Revenue through effective Account Management

Published: May 7, 2020, 4 a.m.

In this episode we discuss the role of the MSP Account Manager.\xa0 \xa0A great account manager can maximize the lifetime value of the relationship and ensure that the relationship\xa0sticks long-term

Brian outlines the strategic account management process he employed while running his MSP.\xa0 Key points are understanding the key initiatives and obstacles that a client is facing and making recommendations to contribute to solving each.

We also identify the key difference between the Key Account Manager (KAM) and the Technical Account Manager (TAM).\xa0 Key drivers for each role depends on the size on personnel of the MSP.\xa0 We also discuss how these resources can "stealth sell".

Tim discusses how to leverage the DISC profile for assessing resources and determining how to assess success in each role.\xa0 Robb discusses the communication style that can be leveraged within the DISC profile.

We dive into QBR's as an account management tool.\xa0 We discuss the frequency of Business Reviews and that should drive those meetings.\xa0 WE talk about ways to rate your clients to determine frequency and driving value back to your client.

We close the meeting with staying in contacts with clients begin the key to account management.\xa0 You need to be proactive and stay ahead of issues.

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