B2B account management manual for IT-hardware sector
Bohadjum, Jonas (2025)
2025
All rights reserved. This publication is copyrighted. You may download, display and print it for Your own personal use. Commercial use is prohibited.
Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2025051210684
https://urn.fi/URN:NBN:fi:amk-2025051210684
Tiivistelmä
This product-based thesis looked to explore account management in the IT-hardware sector by creating a practical manual filled with tips and best practices, aimed for new and aspiring ac-count managers entering the field.
Academic research was done on three subjects: Relationship marketing, key account management and customer experience. The theories were explored and then applied to practice individually by the author’s own input based on his experience.
The thesis project plan examines the plan for production of the manual, outlining the motivations for why the subject was picked and the knowledge base it is built upon.
The manual is structured to be a clear, practical and easy to read manual filled with tips and best practices for account managers to use in their daily work. The focus of the manual is on building long-term customer relationships, communication, customer experience, time management, account planning and self-development. The outcome supports starting account managers to gain understanding of how they should operate in their role, and support them in finding their own approach.
The manual works especially well as a self-learning material for starting account managers, or as an onboarding tool after further developing it to suit a company’s particular operating model.
Academic research was done on three subjects: Relationship marketing, key account management and customer experience. The theories were explored and then applied to practice individually by the author’s own input based on his experience.
The thesis project plan examines the plan for production of the manual, outlining the motivations for why the subject was picked and the knowledge base it is built upon.
The manual is structured to be a clear, practical and easy to read manual filled with tips and best practices for account managers to use in their daily work. The focus of the manual is on building long-term customer relationships, communication, customer experience, time management, account planning and self-development. The outcome supports starting account managers to gain understanding of how they should operate in their role, and support them in finding their own approach.
The manual works especially well as a self-learning material for starting account managers, or as an onboarding tool after further developing it to suit a company’s particular operating model.