Lead Generation for Key Accounts 1 = Gulf Void 2 = Gap Partial 3 = Aligned In Place Top 10 Best Practices for Key Accounts Assessment Key Accounts are identified and not off limits to the LeadGen team Gap Invite new contacts deep & wide across the account and map to CRM contacts Gulf Lead Management Process documents steps for Key Accounts In Place Custom Key Account marketing campaigns are developed Dedicated marketing resources are assigned to support campaigns 1:1 Nurturing is performed across Key Account contacts Automated Nurturing is performed deep to influencers and implementers Offer content built specifically by buying stage Customize content to account preference and knowledge of their needs Leverage marketing automation for insights into contact activity