In tech a customer with an annual contact value of tens to hundreds of millions of dollars will get a dedicated team of sales reps, account mangers, customer support, solutions architects, and definitely an executive point of contact. I'm sure the McDonald's-Coca Cola partnership is worth orders of magnitude more than that.
That's usually not "a customer", it's either THE customer, or at least a strategic partner with which the company roadmap is discussed. I'm think bounds like Intel and Microsoft, or Apple and Foxconn.
Is the correction approach best, here? Of course at most companies that’s a ton of revenue! I can confirm at Google 10-100M yearly spend didn’t get you roadmap insight. Can’t parse second half of the comment, (bounds = boards, maybe?) but if we’re talking companies of that size, 10M-100M is almost assuredly _not_ getting you a front row seat to R&D.
>>In tech a customer with an annual contact value of tens to hundreds of millions of dollars will get a dedicated team of sales reps
In many Indian outsourcing firms, they permanently place a 'program manager' at big client's offices. Like for eg- Bank of America.
These managers also get a unlimited American express card, to spend on lunches, outings etc. You are expected to build 'relationships' so that when a project is needed to be won, you are just a call away from making it happen.
This is because a good percentage of the sales, projects, staffing, profits come from these big clients.
