National Accounts Teams Focus on Increased Segmentation Changes

June 6, 2022, Needham, MA – Given there is no straight line between the costs associated with participating on a platform and the end result, many National Accounts leaders are undergoing exercises to get a clearer perspective on both the service requirements and economics for their distributor relationships. Nearly two-thirds of surveyed firms plan to make segmentation changes in 2022, up from an average of 41% over the prior five years, based on findings from FUSE Research Network’s recently published National Accounts 2022: A Guide to Benchmarking, Budgets & Productivity.

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