Key Account KPIs: Identify Your Strategic Partners

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Strategic Fleet Control: The tool to honor contracts, increase trust and optimize your operations.

Not all clients are equal. Some religiously comply with terms, others are constant headaches. These KPIs will help you tell them apart and act accordingly.

Key KPIs:

  1. Share of Wallet (SOW):
    • Example: “Client X buys 60% from you vs. 40% from competitors”.
  2. Compliance by region/category:
    • Example: “North Zone complies at 95%, South at 65%”.
  3. Satisfaction linked to compliance (NPS/CSAT):
    • Example: “Compliant clients have NPS of 75 vs. 40 for non-compliant”.
  4. Customer Lifetime Value (LTV):
    • Example: “Client A generates 200K over 5 years vs. 50K for Client B”.

A telecom company found that 20% of clients (100% compliant) drove 80% of margins—Pareto’s principle in action!

Conclusion:

Focus on clients who matter. Use these KPIs to reward loyalty, correct deviations, or say goodbye when needed.