How does McClatchy think about accelerating the conversion of strategic accounts?
It was one of many topics discussed during their presentation that kicked off the Innovation Mission on Monday.
They went deep on their Harvest approach, which means keep what you can, while you can for as long as you can.
McClatchy said the core of their strategy has been to place Strategic Account Managers in their largest markets, those that have the most opportunity. They said this is particularly the case when it comes to accelerating the conversion of strategic accounts, and their most at risk revenue from a legacy perspective.
That’s when the mentality of Harvest comes in, they said. They are able to lead conversations with a more robust, comprehensive, digital strategic discussions.
The slide above does a nice job showing how Harvest accounts and Strategic accounts work together.