How we help
We help you choose the accounts that deserve a strategic plan, build one-page key account plans with the team, and connect them to resources, forecasting and reviews. Big customers become strategic partners rather than large order books.
Strategic importance and attractiveness, not just size.
Account strategy, share of wallet and value propositions.
Owners, support and budgets committed.
Plan–Do–Review with leadership.
Click a problem to see its signs, causes and the evidence from client work.
Sales Excellence & Key Account Management
“We have been sales and rebate led for years. Value is never part of the conversation.”
Read more →Sales Excellence & Key Account Management
“We call every large customer key, so none gets a real plan.”
Read more →Sales Excellence & Key Account Management
“Every price change turns into a standoff with our biggest customers.”
Read more →"We've been sales and rebate led for years."
Your strategy now depends on selling on value, but the sales force, pricing and segmentation were built for volume.
How we help →"We're reorganizing our route to market to grow margin, not volume."
New customer tiers, channels or owners mean the sales force has to change who it calls on and what it sells.
How we help →“We call every large customer "key", so none of them really has a plan.”
Semiconductors · Global
[Result]
The global leader in semiconductor fabrication equipment wanted every key account manager, some leading teams of up to 500 people, at an agreed standard.
Read the case →Europe · Key account planning
Recent work · 2026
A European commercial unit wanted key account plans that connect to marketing campaigns and sales routines, starting in Benelux.
Read the case →Articles by Market Edge consultants on mkt-edge.com.
Fewer than most companies think: only those where a strategic plan changes the outcome.
Yes. Plans are built to work across global account leads and regional teams.
How we help
We group customers by what they need and value, then design an offer, service level and price for each group.
How it works →How we help
We quantify the value your offer creates against the customer's next-best alternative, set price positions on a value map and build the pricing logic sales can defend.
How it works →How we help
A company-branded academy gives the whole commercial team one language, process and toolbox, applied to real markets.
How it works →Book a 20–30 minute sounding board conversation with a senior consultant who has sat in your seat. No cost, no commitment.