Customers can have different NEEDS, PREFERENCES, and BUYING BEHAVIORS, so it is important for organizations to segment them into groups with similar characteristics.<\/p>\n\n\n\n
In B2B\/B2G transactions, one critical group of customers are “STRATEGIC ACCOUNTS”<\/p>\n\n\n\n
\ud83d\udccc Some of traditional approaches to define this segment may include:<\/p>\n\n\n\n
\ud83c\udfc5MARKET SIZE, MARKET SHARE AND GROWTH POTENTIAL: The strategic account must be large enough to have an impact on sales and growth, and must have long-term growth potential.<\/p>\n\n\n\n
\ud83c\udfaf ALIGNMENT WITH THE COMPANY’S STRATEGY: The strategic account must be aligned with the overall company strategy, and must be a key piece in implementing that strategy.<\/p>\n\n\n\n
\ud83e\udd3aLevel of COMPETITION: The strategic account must be important enough to attract the attention of the competition, but at the same time must be an opportunity where the company has a clear COMPETITIVE ADVANTAGE.<\/p>\n\n\n\n
\ud83d\udcb2LEVEL OF MARGIN: The strategic account must generate a high enough margin to be PROFITABLE for the company, and must be an important SOURCE OF REVENUE AND EARNINGS.<\/p>\n\n\n\n
\ud83e\udd1dPotential for LONG-TERM RELATIONSHIPS: The strategic account must be a customer with whom a long-term relationship can be established, and must be an OPPORTUNITY TO DEVELOP A MUTUALLY BENEFICIAL PARTNERSHIP.<\/p>\n\n\n\n
\ud83e\uddd0 Do you agree? Are you missing any criteria\u2753<\/p>\n","protected":false},"excerpt":{"rendered":"
Customers can have different NEEDS, PREFERENCES, and BUYING BEHAVIORS, so it is important for organizations to segment them into groups with similar characteristics. In B2B\/B2G transactions, one critical group of customers are “STRATEGIC ACCOUNTS” \ud83d\udccc Some of traditional approaches to define this segment may include: \ud83c\udfc5MARKET SIZE, MARKET SHARE AND GROWTH POTENTIAL: The strategic account must be large enough to have an impact on sales and growth, and must have long-term growth potential. \ud83c\udfaf ALIGNMENT WITH THE COMPANY’S STRATEGY: The strategic account must be aligned with the overall company strategy, and must be a key piece in implementing that strategy. \ud83e\udd3aLevel of COMPETITION: The strategic account must be important enough to attract the attention of the competition, but at the same time must be an opportunity where the company has a clear COMPETITIVE ADVANTAGE. \ud83d\udcb2LEVEL OF MARGIN: The strategic account must generate a high enough margin to be PROFITABLE for the company, and must be an important SOURCE OF REVENUE AND EARNINGS. \ud83e\udd1dPotential for LONG-TERM RELATIONSHIPS: The strategic account must be a customer with whom a long-term relationship can be established, and must be an OPPORTUNITY TO DEVELOP A MUTUALLY BENEFICIAL PARTNERSHIP. \ud83e\uddd0 Do you agree? Are you missing any criteria\u2753<\/p>\n","protected":false},"author":1,"featured_media":268,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[6,4],"tags":[],"class_list":["post-267","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-corporate-business","category-leadership"],"_links":{"self":[{"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=\/wp\/v2\/posts\/267","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=267"}],"version-history":[{"count":0,"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=\/wp\/v2\/posts\/267\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=\/wp\/v2\/media\/268"}],"wp:attachment":[{"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=267"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=267"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=267"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}