In Kapta, there's a concept of "Key Players" - these are the most important people (contacts) that you interact with as an account manager.
Key Players include: Executive Sponsor (who signs the contract), Decision Maker (who gives the red or green light to your project), Champion (people who are willing to support you), influencers and points of contact.
You want to make sure you have excellent coverage in each of your accounts. This helps to minimize the risk to you if one of your contacts leaves the company or changes jobs.
Key Player mapping can also allow you to uncover new sales opportunities at your existing accounts. As you meet new people, you will learn about projects that you can help with, potential competitors or challenges.
We encourage you to really dig deep with your Key Players - it'll be worth it!
Check the following articles to know more: