A strategic account is a high-value client that represents significant long-term revenue potential and warrants dedicated focus from commercial teams. These accounts typically require deeper relationship building, broader collaboration, and a more tailored approach than standard customers.
Managing strategic accounts involves understanding the client’s priorities, aligning internal teams around shared goals, and developing solutions that support their long-term success.
Strategic accounts are often supported through account planning, ABM programmes, and key account management practices that ensure activity is coordinated and aligned to long-term value.
For B2B organisations, prioritising strategic accounts strengthens retention and encourages expansion opportunities that contribute meaningfully to sustained revenue growth.