Strategic Key Account Management with Artificial Intelligence II

Performance, KPIs, and organization in KAM – taught by KAM experts

• Develop KPI systems and key performance indicators for measuring success in KAM.
• Effectively manage and control key customer relationships.
• Clarify roles, responsibilities, and task distribution within the KAM team.
• Optimize information gathering and communication structures.
• Manage risks and opportunities in a targeted manner.
• Outline your ideal key account customer and use AI to identify digital twins of successful existing customers and target them for new business.
• Your takeaway for your professional practice: Create your personal KPI-based 180-day roadmap "KAM 4.0."

AI-powered scaling and automation – taught by AI experts

• Get started with predictive analytics without complex data integration.
• Use Relationship Monitoring & Sentiment light from emails and notes.
• Plan with AI-powered forecasting and resource planning.
• Focus on "micro-automation": small process chains instead of large IT projects.
• Create an AI-supported balanced scorecard.
• Develop your stakeholder map with influence, interest, attitude, and digital twins.
• Build your meeting-to-action pipeline. Example: Meeting notes → To-dos → Executive summary →e-mail.
• Use the Value Proposition Generator to create three value-based offers, including pitch formulations.
• Perform a quick risk check without CRM and identify the top 5 churn risks in CSV files.
• Perform AI-supported lookalike targeting and white space analysis.
• Use a Smart Account Cockpit with Health Score (win rate, NPS, engagement).
• Create your automation blueprint: Manual process chain from meeting → report → e-mail without IT connection).
• Your takeaway for your professional practice: Your AI-generated 180-day roadmap "KAM 4.0" with quick wins, expansion, and scaling.