Elevating Account Management with MAPS Methodology in communication sector

Background

Company X, a wholesale carrier providing global communication services and connectivity, has established a strong foothold in the communication sector. Serving clients across various industries, including banking, manufacturing, and telecommunications, the company boasts a diverse portfolio. However, despite their extensive client base, Company X struggled to maximize wallet share from their major accounts. The company faced challenges in identifying and leveraging growth opportunities within these accounts, which impeded their overall revenue growth.

SOLUTIONS

To address their challenges, Company X adopted the MAPS methodology, a robust framework for managing major accounts that focuses on:

Account Planning: Develop comprehensive plans for each major account, outlining client goals, pain points, and potential growth areas.
Stakeholder Mapping: Identifying and building relationships with key decision-makers and influencers within the accounts.
Opportunity Identification: Continuously assessing the client’s needs and identifying opportunities for additional products and services.
Execution and Review: Implementing tailored strategies and regularly reviewing progress to ensure alignment with client goals and satisfaction.

CONCLUSION

The adoption of the MAPS methodology transformed Company X’s approach to managing their major accounts. By focusing on account planning, stakeholder mapping, opportunity identification, and execution and review, the company was able to unlock significant growth potential within their existing client base. This case study highlights the effectiveness of a structured account management strategy in driving increased wallet share and achieving long-term business success.

AT A GLANCE

Industry

communication sector, banking, manufacturing and telecomunication

Challenges

Absence of systematic approach to managing major accounts
Lack of cohesive strategy in sales

Loose relationships with stakeholders

Results

Increased Wallet Share: 30% increase in revenue from major accounts, driven by successful upselling and cross-selling initiatives

Stronger client relationships and higher client satisfaction

Improved strategic alignment with regular reviews