Strategy
Key Account Strategy for a Dublin B2B SaaS Scale-up
Overview
What this challenge is about.
Your task is to develop a comprehensive key account strategy. You will analyze the company's current PLG strengths and identify gaps for enterprise sales. Define a scoring system to select 5 target accounts from a provided list of 20 potential companies (e.g., CRH, AIB). Propose a relationship management framework including value proposition customization, cross-functional team structure, and success metrics. Success means delivering a 10-page strategy document with clear rationale, implementation roadmap, and risk mitigation. Constraints: budget of €50k for the program, no prior enterprise sales team.
The Brief
What you'll do, and what you'll demonstrate.
How to design a key account management program that transitions the company from PLG to enterprise sales, acquiring 5 strategic accounts in the DACH region within 12 months?
Earning criteria — what you'll demonstrate
- Apply key account management frameworks to a real B2B context
- Analyze complex buying processes in enterprise sales
- Develop segmentation and targeting criteria for strategic accounts
- Design cross-functional account teams and engagement models
Program Fit
Where this fits in your program.
Sharpens the same skills your degree expects you to demonstrate.
Skills
Skills you'll demonstrate.
Each one shows up on your verified credential.
Careers
Roles this prepares you for.
Real titles. Real skill bridges. Pick the one closest to your trajectory.
Career mappings coming soon.