Mark Stanton, Key Account Director at Trend Control Systems explains how the organisation is developing its brand to supply products, service and support to end users as joint propositions with channel partners. Whilst specifications and service contracts are developed in conjunction with partners to create pull for product and value for all concerned, Trend Control System’s Key Account Management team ensure that key account customers get the service, delivery and products that are required in a manner best suited to the customer. Part of the KAM Best Practice Club Speaker Series: http://bit.ly/jmIcia