DrupalCon Dublin 2016: Growing your Drupal Business via Strategic Account Management Framework

This talk explores the value of maintaining focused relationships with clients and partners when delivering Drupal projects and services. The speaker presents insights from Axelerant's Account Management Practice, sharing real-life case studies that demonstrate achieving sales quotas by 2-3 times while meeting strategic account objectives on time. Key topics include effective customer onboarding, routine engagement check-ins, invoicing processes, satisfaction surveys, and exploring new opportunities through client research. The speaker also addresses essential questions about the skills needed for successful Account Management in the Drupal ecosystem, the activities that maximize return on investment, and the performance metrics used to measure success.