SCBP INTERACTIVE LAB / ACCOUNT MANAGEMENT SIMULATION

Enterprise Account Lab

A customer conversation is the beginning, not the end, of enterprise account strategy.

Take responsibility for an enterprise software relationship across four quarters. Start with an account assessment, choose how to open the customer conversation, investigate opportunities, and decide how to balance outcomes, trust, measurement, and commercial growth.

Account 1: PepsiCo

SpendHQ has publicly described its work with PepsiCo on global spend visibility. This exercise uses that documented relationship as background, then introduces fictional account dynamics to explore strategic account management.

The scenario invites questions about upstream category decisions, downstream evidence of realized value, and direct-materials measurement across disconnected systems. These are simulation hypotheses, not claims about PepsiCo’s actual account, priorities, systems, or relationship health.

What will you manage?

• Enterprise account assessment and conversation starters
• Four quarters of decisions and customer reactions
• Customer outcomes, relationship trust, commercial opportunities, and evidence quality
• Historical scorecards showing how early choices affect later outcomes

Start with the evidence. Explore the trade-offs. Growth is not the same as value.

Read the published SpendHQ customer story · More games in the Interactive Lab