Typically, when deciding which accounts to manage strategically, companies use revenue as the main criteria. This makes some sense. Managing accounts strategically requires a large investment in time and resources, so receiving adequate revenue to justify this investment is valid.

However Strategic Account Management (SAM) is about managing the accounts in your business strategically. Managing to achieve your company's strategic objectives, there are many other factors that influence whether an account deserves you investing more time and resources.

Gary Peacock, Account Management, SAMGary Peacock4 May 2017AM, Account Management, KAM, Key Account Management, SAM, Strategic Account Management, Selecting Accounts, Segmentation, Growth Potential, Revenue, Business Relationships, StrategyComment