THE 4 ZONES™ of CUSTOMER ENGAGEMENT

 

A Structured Approach to Account Management.

A Repeatable Framework of Best Practices.

A System for Collaborative Team Selling.....

 

And the best way to achieve greater alignment with your customer stakeholders!

 

 
 
4 Zones of customer engagement

 

 

"Once we saw the depth and breadth of Clarity's experience and their ability to tailor solutions to each of our business units, we knew we had the right partner."

- US Head of Market Access, Top 10 Pharmaceutical Company

 

 

The #1 Account Management Process Model for Building Long-term, Meaningful Customer Relationships.

Clarity specializes in helping our clients implement continuous improvement in how customer-facing teams approach and engage with customer stakeholders. The 4 Zones™ of Customer Engagement is available for all major customer-facing roles:

The 4 Zones™ of Customer Engagement for:

  • ACCOUNT MANAGERS  -  Focus on a repeatable process for Strategic Account Management
  • COMMERCIAL SALES REPS  -  Strategic selling with an account management "mindset"
  • OTHER FIELD-BASED CUSTOMER-FACING ROLES
  • MANAGERS, MARKETING

All 4 Zones programs include a Customized Learning Case Study, an Application Clinic on Live Accounts and Pull-through Training for Managers

 

 

Key Topics Covered in the 4 Zones™ of Customer Engagement:

 

 

  • Account/Ecosystem Analysis
  • Opportunity Prioritization
  • Stakeholder Mapping
  • Gaining Access Strategies

 


  • Conversation Preparation
  • Discovery of Insights
  • Validation of Readiness
  • Partnering & Visioning

 


  • Team Collaboration
  • Solution Design
  • Solution Presentation
  • Alignment & Commitment 

 


  • Pull-through Planning
  • KPIs and Metrics
  • Comm. & Change Mgt.
  • New Opportunity Cultivation

 

 

 

We offer a total solution that focuses on not only how this change affects customer-facing roles but also how it integrates the efforts of  marketing, HR, operations, finance, legal and other impacted business units within the company

 

 

4 Flexible, Scalable Learning Delivery Options for Today's Field Force!

Clarity understands the time demand on customer-facing teams. We also know that sometimes, the most valuable learning occurs in short-durations and just-in-time. Here are the different ways we work with our clients to have an impact:

Instructor-led Workshops

 

M11656 - Clarity_Website Instructor Led Icon

Virtual Learning

 

M11656 - Clarity_Website Virtual Learning

eLearning (SCORM/xAPI)

 

M11656 - Clarity_Website eLearning Icon

Micro Learning

 

M11656 - Clarity_Website Microlearning

 

Clarity's been there, done that in vertical industry-aligned strategic account management.

Just a few of the case studies and account scenarios we've worked with over the years:

 

SAM case study 

SAM case study

 SAM case study

 

Clarity can help.

With deep vertical industry expertise, a comprehensive approach towards customer engagement and a global reach, Clarity can help your field teams develop competitively differentiated account strategies that bring them into alignment with today's customer stakeholders.

 

Strategy Consulting & Change Management

  • Senior Leadership Exchange Sessions
  • Account Archetype Profiling & Segmentation
  • Market Landscape Education
  • Pre-launch Planning
  • Change Management Programs

 

 

Customized Models & Content

  • Locally Tailored, Organizationally Consistent
  • Account and TA-specific Case Studies
  • Account Management Models and Content for:
      • Account Managers
      • Sales Reps
      • Managers
      • Marketing
      • Specialists
      • Other Customer-facing Roles

 

 

Multiple Training Delivery Options

  • Instructor-Led Live Workshops
  • Blended Learning
  • SCORM/xAPI eLearning
  • Cloud-based Micro Learning