Know: Key Players

Understanding your customer’s key players is a crucial part of the Know component of our Know-Act-Measure process. 

Key Players and Contacts are listed on the DETAILS tab of an account.

There are several categories of key players:

• Executive sponsor: typically signs the contract
• Decision maker: green lights the projects you’re working on
• Champion: one of your company’s supporters.
• Key players can also include influencers, recommenders, and point of contact.

Note that key players are key because of their relationship with your company, and not necessarily because of their position within their own company.

Your account health score requires a minimum of one executive sponsor, one champion, and one decision maker.

Beyond the minimum, we recommend a total of 10-15 impactful customer contacts who you’ll be working with on this account.

Kapta keeps track of your most recent contact with your account’s key players, in the Freshness column.

Be sure to check here often so that your contacts hear from you on a regular basis, and that no contacts fall through the cracks. You can also create automatic check-in reminders. Regular contact with key players can also help you stay on top of potential new opportunities. 

Note that Kapta administrators can set up account contacts, or import contacts. This can result in dozens or hundreds of contacts who work at the company but aren’t relevant to your specific account. In a case like this, try to reduce your contact list to only those key players with whom you’ll be working.