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thanks for joining the webinar and I'm going to go ahead and dispense with the long-winded introduction of Who I am and my experience I always just like that about webinars I'd rather just jump into the content and see what looks interesting so without further ado strap yourselves in for what's going to be a rapid-fire 45 minutes and talking about strategic account planning separating the good from the great so if you look at in general and take all of your accounts and put them in an Excel spreadsheet right with their name and the amount of revenue they generate every year and then sort it by it largest to smallest and then graph it it might look something like this and so this is from one of our existing customers the names have been changed to protect the innocent but what this points out is the number one customer here Johnson & Johnson generates 65 million dollars a year in revenue for this particular partner of ours and if you scroll down to the number 25 customer they generate...
