Browse Definitions :
Definition

named account

A named account is a company that is identified as a valuable prospect or customer and assigned to an individual marketing or sales representative for targeted efforts. The practice is an integral component of account-based marketing (ABM), a business-to-business (B2B) strategy designed to identify and target particularly desirable companies for the development of  personalized marketing relationships. Named accounts are also commonly used in conjunction with lead generation.

Each marketing or sales representative within the organization typically has a list of their assigned named accounts and each account includes multiple contacts within the target company. The account also serves to group the contacts within a company so that they are part of coordinated efforts. Through research and communications with the contacts, the representative can develop a marketing approach that is tailored to the company’s needs and preferences.

Essentially, named accounts enable the creation of marketing campaigns designed for the target company. Because a single representative is designated for the account, the approach prevents duplicated efforts and makes it impossible for multiple reps to inadvertently work at cross-purposes. Furthermore, because the assignment is clear, accountability is built in. It’s easy to track the success of a rep’s efforts and reward them accordingly.

named account
This was last updated in December 2016

Continue Reading About named account

SearchNetworking
SearchSecurity
  • man in the browser (MitB)

    Man in the browser (MitB) is a security attack where the perpetrator installs a Trojan horse on the victim's computer that is ...

  • Patch Tuesday

    Patch Tuesday is the unofficial name of Microsoft's monthly scheduled release of security fixes for the Windows operating system ...

  • parameter tampering

    Parameter tampering is a type of web-based cyber attack in which certain parameters in a URL are changed without a user's ...

SearchCIO
  • e-business (electronic business)

    E-business (electronic business) is the conduct of business processes on the internet.

  • business resilience

    Business resilience is the ability an organization has to quickly adapt to disruptions while maintaining continuous business ...

  • chief procurement officer (CPO)

    The chief procurement officer, or CPO, leads an organization's procurement department and oversees the acquisitions of goods and ...

SearchHRSoftware
SearchCustomerExperience
  • first call resolution (FCR)

    First call resolution (FCR) is when customer service agents properly address a customer's needs the first time they call.

  • customer intelligence (CI)

    Customer intelligence (CI) is the process of collecting and analyzing detailed customer data from internal and external sources ...

  • clickstream data (clickstream analytics)

    Clickstream data and clickstream analytics are the processes involved in collecting, analyzing and reporting aggregate data about...

Close