Key Account Strategy for a Dublin B2B SaaS Scale-up
Overview
What this challenge is about.
Score target accounts and design a B2B SaaS relationship framework. Deliver a 10-page strategy to earn your verifiable certificate.
The scenario
The scale-up, 'SupportAI Ltd', has 40 employees and €5M ARR from SMBs. Their product uses NLP to automate customer support tickets. They have no dedicated sales team; growth has been through self-serve and viral loops.
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.
Business-to-Business Marketing
Master · Marketing
Strong alignment
This challenge maps to Business-to-Business Marketing at the Master level. It sharpens the same practical skills your coursework expects — but in a real industry context with actual constraints and deliverables.
Skills
Skills you'll demonstrate.
Each one shows up on your verified credential.
- B2b Marketing
Apply b2b marketing to solve real industry problems and demonstrate production-level capability.
- Key Account Management
Apply key account management to solve real industry problems and demonstrate production-level capability.
- Market Segmentation
Apply market segmentation to solve real industry problems and demonstrate production-level capability.
- Strategic Planning
Apply strategic planning to solve real industry problems and demonstrate production-level capability.
- Sales Strategy
Develop sales approaches that align with buyer needs and revenue targets.
Careers
Career paths this challenge builds toward
Completing this challenge demonstrates skills that transfer directly to these roles: