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“Digitalization in a B2B business model company during the implementation of Global key account management”–The case of MinebeaMitsumi, Inc.

  • Global key account management is the use of the key account management system aimed at global accounts; these global accounts can also be known as multinational companies. These types of companies are key players for business-to-business model companies as they might account for as much as 80% of all sales. At this level of importance, to lose a customer like that could be a death sentence for the business. Adopting a global key account management to keep these essential types of customers is a good strategy, knowing the tremendous value they provide. The company MinebeaMitsumi, being aware of this, brings up the case study for the initiation of a global key account management system, that will bring a best in class service to the key accounts of MinebeaMitsumi in the automotive market. To start this project, it is needed an assessment of the current situation in which MinebeaMitsumi operates to its key accounts. At the same time, it is intended to upgrade the digital infrastructure MinebeaMitsumi uses for its operations. The case study is presented as an exploration and analysis of MinebeaMitsumi and how should this new system be implemented in an early stage. This way, preparing the ground for a larger project at the time of full implementation.

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Author:Javier Espinoza
Advisor:Christoph Mergard
Document Type:Bachelor Thesis
Year of Completion:2020
Granting Institution:Hochschule Furtwangen
Date of final exam:2020/08/28
Release Date:2020/11/25
Tag:B2B business; Digital transformation
Degree Program:IBM - International Business Management
Functional area:Business Strategy
Licence (German):License LogoUrheberrechtlich geschützt