How to Scale Account Management for Business Growth
                     How to Scale Account Management for 
Business Growth?
https://www.imprezz.in/ | Imprezz
Small businesses in India must prioritize leveraging account 
management to drive massive business growth. Many 
startups often tend to operate with a motive to sustain. 
Thereby, they overlook that having formal systems and 
design at an initial stage can take the business to a new 
level in no time.
The difference between businesses that succeed and don’t is 
the ability to scale their strategic execution. Each business, 
irrespective of its size, must focus on building ideal customer 
relationships. It is easier to generate strategic accounts from 
loyal customers. Because selling to an existing customer is 
much easier and profitable than otherwise.
As a business owner, you need to acquire resources as you 
expand. For instance, when the customer base increases, you 
need to hire more professionals to serve them. Scaling 
primarily refers to adding adequate revenue, while businesses 
add resources at a marginal rate.
Retaining customers in today’s competitive world can be 
devastating for businesses. One way to achieve this aspect is 
to scale account management. The strategic accounts 
represent at least 40-50% of revenue and margin of an 
enterprise. Thus, businesses must reassess the systematic 
approach towards top customers.
This article is a comprehensive guide to small business owners 
in India. After having done thorough research, we have laid out 
key strategic methods. Find out how you can grow your 
business without over complicating account management.
What is Account Management? – Importance
Account Management is an extension of the sales process. It 
starts once the sales transaction is carried out successfully. 
Strategic management helps to handle customer accounts 
regularly. It is a process of building long-term relationships with 
valuable customers. They drive more profit to the enterprise, and 
account management helps convert them into business partners.
A key account manager who carries out the management 
processes provides necessary resources, periodic meetings, and 
offers. Modern businesses automate financial management 
processes from inception to keep track of each transaction. 
Current online accounting software for small businesses in India, 
provides financial analytics and business solutions that help 
businesses stand out among their competitors.
Automate Account Management with Imprezz.in
Growth of sales for small businesses in India begins with 
analyzing and understanding purchase and preference 
patterns. Most buyers these days are sophisticated in making 
purchase decisions, bids, and negotiations. It is where 
Imprezz cloud-based accounting software comes to play.
The integrated software runs all the accounting errands for 
small businesses. It not only helps retain current customers 
but enables to poach new clients though 
customizable quote creator. Imprezz automation tools reduce 
the workload for account managers and other employees, 
eventually streamlining the organizational workflow.
Strategies to Scale 
Account Management to 
Drive Business Growth
Traditional Account Management strategies can hurt the 
growing business. Here are five strategic methods that can 
transform a small business into a successful organization.
Method – 1: Increase Renewals
Increasing your renewal rates doubles your income base 
and gross revenue growth. Adding points to the renewal 
rates and improvising it over time can be a twisted process. 
Lower renewals hamper revenue growth and scalability. A 
renewal rate of 85% will consume at least 15% of the 
growth in new business bookings to maintain revenue 
growth.
Most companies struggle to overcome renewal rates, while 
the best companies never drop lower than 95% renewal 
rates. Imprezz cloud-based software counters the problems 
and provides tools to improve renewal rates.
Taking a “land and expand” approach to sales could 
positively affect renewal rates. For instance, you can aim to 
capture half of the target growth rate of expansions by 
demonstrating value in one area of  your client’s business 
and then expanding to others. As your platform or solution 
becomes more stable and long-term, the customer 
(renewal) will likely stay with you.
Method – 2: Hire Creative Minds That 
Understand Your Goals
Most SaaS and Tech companies fail to employ product 
strategists or marketers. Commonly, not many CEO’s have 
experience working with them. It is one of the mains 
reasons why businesses are not able to scale their growth. 
Here’s how hiring creative minds can bring about a change 
in an entity.
Passionate employees understand the organizational goals 
and thus work by customer centralization.
They are well experienced in aligning products as per 
market needs and demands. It substantially helps product 
development and sales.
 They are determined to generate significant sales.
 They focus on the effectiveness and efficiency of delivery that 
ensures customer satisfaction.
 They work with a holistic perspective towards defining, developing, 
operating and launching a product.
 They ensure end-to-end cross-functions, which helps launch a 
product successfully and scale product development.
Hiring ideal employees is a strategic function laid out to generate 
market reports that guide the CEO’s to make business decisions. They 
help prioritize and group technical requirements for business sales 
and customer retention.
Method – 3: Offering Value-Added Services
Whether you seek each project to be a professional service 
(as if it were unique) based on business hours, sell one-size-
fits-all services, or, worse yet, provide free service hours, 
these practices are not scalable. Provide packages on the 
services or products that you render. You can offer a project-
based, annual or timely subscription for your customers. 
Here are a few examples.
Implementation
Examine what it takes to implement your solution in one 
customer profile versus another. Inspect in terms of roles or 
types of service required, such as discovery, integration, 
QA, architect, and project management. Look into the hours 
of each kind of service you offer.
Incorporate this into production deployment packages at a 
total flat rate compared to the software’s annual cost. It 
allows your sales representatives to sell your price list 
rather than looking for resources to define each deal’s 
scope. The implementation strategy also leads to the 
aligned organization of services in terms of lifetime 
expectations (revenue recognition).
Creating & Managing Reports
Do your account managers provide regular reports?  Are 
they responding to custom report requests from clients? 
How many hours a month do you dedicate to this? Can 
these interactive service requests be turned into a value-
added proactive reporting or analytics service for a fee?
Optimization
Set and Forget. Offer an upgrade package for a fixed annual 
fee. Ensure that your solution is actively launched and used so 
that it is consistently aligned with your customers’ business 
needs and that they get the most out of their deployments.
Method – 4: Integrate Product Management 
Ownership with Delivery of Services
Integrating product management and product delivery 
keeps the money roadmap in place. Keep the customer 
experience at the center of the roadmap and focus on 
revenue generation. It lends not only a scalable service 
offering but also a more scalable end product.
Especially for startups and small businesses, product 
managers need to see how products are implemented, 
merged, improved, etc. If done so, they will be better 
positioned to produce capabilities that would otherwise 
require customization work and service hours to activate.
Method – 5: Launch Sales & Marketing 
Engines Across Multiple Cylinders
Multifaceted market models tend to present the best 
opportunities for growth and scalability when implemented 
effectively. Here’s what launching sales and marketing 
engines across multiple cylinders mean.
 Sell  to multiple industries at the same time, such as retail, 
financial services, and travel.
 Sell  to multiple market segments, such as large 
enterprises, medium-sized businesses, and small 
businesses.
 Sell  through more than one channel—for instance, direct, 
online, VAR.
Successful businesses seize the opportunity to shoot 
multiple cylinders in an early stage of their journey. It helps 
in the optimum utilization of resources. In case you plan to 
expand to mid-markets, you can extend the base of target 
buyers. In this way, you can leverage existing tactics of lead 
generation and resources.
Conclusion
Of course, there are many ways to scale a growing business. What 
are your strategies and methods for expanding growth? Embrace 
failures and learn from your mistakes. Focus on bringing the right 
system in place. Implement a strategic account management plan. 
Allow your account managers to shape the future of your growing 
business.
Better yet, go for cloud accounting software that can automate it 
all for you. Rid of the challenges of implementing your account 
management plans. Imprezz.in, the best accounting software 
enables businesses to gain internal support and advocacy. Utilize 
the analytical solutions to measures the success of your account 
plans.
At Imprezz, we offer a 14 days free trial software program for small 
businesses in India. Log in to start your accounting today! Grow 
with us.
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