As you know, in enterprise market, 80 % of revenue comes from 20% of company’s customers. So the company should allocate its resources according this percentage. (People-investment-marketing-) In some cases, like telecom or energy sector, one customer generate 90 % of the revenue. This means, an account manager or a team with managers should be very senior end experienced to manage this account. What do you think? Do you need a key account program in your company? Do you need a key account manager in your company? If yes you should take this course.