Global Account Management in the Software industry
The whitepaper describes the challenges associated with serving global customers in the software industry. With global accounts decision-making and delivery are split across organizational units located in different geographies. Winning and serving global accounts requires a coordinated effort across “sales territories” and local P&L’s by the Independent Software Vendor.
The whitepaper presents the two main global account scenarios and suggests an approach to ensure that the “sales” resources of the ISV are working jointly supporting a common set of objectives and avoiding internal sub-sub-optimization.
The whitepaper also reflects on the issues related to managing global accounts through a reseller channel.