EKAM – Ecosystem & Key Account Management:
Beyond Org Charts and Silos
In key account management, traditional hierarchical org charts have shown their limits.
They are:
Incomplete or outdated, as they’re difficult to maintain
Unusable at the scale of international groups, each with a unique structure
Silent on influence dynamics, internal politics, and invisible alliances
And yet, they remain by far the most commonly used mapping tool.
Moreover, an org chart shows you who is supposed to decide — but tells you nothing about who truly holds the influence.
A methodological shift: the relational ecosystem approach
At Perfluence, we’ve shifted the paradigm. We’ve designed a method and a platform that leverage an ecosystem-based approach (“by perfusion”) built on innovative modeling. This allows teams to accelerate account conquest and operate across multi-contact, multi-organization environments.
What we offer:
Interactive, dynamic, and collaborative influence graphs
Advanced relationship modeling: trust, tension, alliance, opposition, neutrality
Powerful attributes for each stakeholder:
→ Influence level, strategic posture, visibilityInstant clarity, even in environments involving hundreds of actors
Why This Changes Everything for KAMs
With this systemic approach, your KAMs can finally:
Decode real power structures — beyond titles and formal roles
Identify the right levers of engagement at the right moment
Activate robust, multi-organization relationship strategies
Build a strategic memory of the entire ecosystem, shared across all internal stakeholders
The result
Greater resilience to instability and political risk
Stronger alignment between sales leadership, KAMs, pre-sales, and executive teams
More strategic deals won on key accounts
You’re no longer following an org chart —
You’re steering a network of influence.
That’s what EKAM enables — and Powerscope operationalizes.
Recommended Resources
Explore use cases, client stories, and ecosystem strategies.
From KAM to EKAM: A New Era in Strategic Account Management
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Read the articleVelFall2024_Relationship Equity
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Read the articleDiscover how to map your strategic account — or win a major deal — in under an hour with RIIM and Powerscope.
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