Series in progress
An eight-part practical series on managing B2B accounts well, from writing the account plan and mapping stakeholders to QBRs, success plans, expansion, recovery and champion changes. Each part comes with formulas, worked examples and a plan you can apply.
3 of 8 parts published
How to write a customer account plan that people use: seven blocks on two pages, the ARR × NRR target formula, five steps and a monthly review.
Read articleHow to map stakeholders in a B2B account: list decision roles, score power and support, measure coverage and fix single-threaded accounts.
Read articleHow to run a quarterly business review customers attend: a 60-minute agenda, a one-week prep checklist, a value formula and a follow-up routine.
Read article