Resource Search

Keyword Search:
(looking in Title, Author, and Description)

Resource Type:

Free Resources:


Results: 1512

Page 1 of 61

The Digitalization Drive - Elevating Strategic Account Management

Digitalization has a profound impact on strategy and business practice in all industries. Fundamental to understanding how SAM and SAM programs should adapt is the realization that changes in SAM practices are driven not only by the emergence of new digital technologies but, even more importantly, by the modifications in strategy and business models that digitalization drives. Join us as Professor Kaj Storbacka, author of SAMA's latest research on digitalization, addresses the Future of SAM driven by digitalization and business model innovation, and what to do and where to start - using the customer journey as a reference point for development.

Author(s): Kaj Storbacka, Professor, Markets and Strategy, University of Auckland Business School

Publication Date: 4/20/2017

Resource Type: Webinar

Subject Tags:

Price: Non-Member - $169.00 | Individual Member - $99.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


2017 SAMA Excellence Award Winner: DHL - Outstanding SAM Program Leadership for Mature Programs

The winning entry for a 2017 SAMA Excellence Award in the category, Outstanding SAM Program Leadership for Mature Programs. In 2011, the Deutsche Post DHL Group (DPDHL) created a clear leadership structure for its global key account organization, DHL Customer Solutions and Innovation (CSI). In a natural next step to becoming the 'Provider of Choice' for customers, DPDHL focused its cross-divisional DHL customer management and innovation activities in one area of responsibility and introduced the position of a global Chief Commercial Officer for DHL. Over the last five years, the strategic realignment of CSI has led to multiple valuable achievements such as a significantly improved consistent customer experience, proved by higher customer satisfaction. Due to better internal and external communication as well as closer customer alignment, DPDHL customers are now more inspired, connected and engaged than ever before. Today CSI is recognized as the market-leading entity for developing innovative customer-centric solutions.

Author(s): Matthias Heutger, SVP Strategy, Marketing & Innovation and Ralf Nowak, Senior Expert Performance Management, DHL Customer Solutions & Innovation

Publication Date: 4/19/2017

Resource Type: White paper/article

Subject Tags: Global Account Programs;Mature SAM Programs;Metrics - Program / Account;Organizational Structure;SAM Program Case Studies

Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


SAMA Guide to Customer-Supplier Scorecards

This is a short guide to customer-supplier scorecards for strategic accounts. Includes examples and list of links to relevant resources.

Author(s): SAMA

Publication Date: 4/18/2017

Resource Type: White paper/article

Subject Tags: Metrics - Program / Account

Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


2017 SAMA Excellence Award Winner: Nalco Water - Implementation of a successful value negotiation plan and execution

The winning business case entry for a 2017 SAMA Excellence Award for the category: Implementation of a successful value negotiation plan and execution. In 2016 Nalco Water won a global, multi-year contract with Microsoft for all of Microsoft’s 100+ data centers globally. Ecolab has been a strategic partner with Microsoft, using Microsoft’s cloud-based expertise to capture real-time data in support of Nalco Water’s customers’ growing water management needs. At the same time, Microsoft’s data centers are facing increased pressure and heightened scrutiny globally to demonstrate that they are operating with greater efficiency in their usage of water. The Nalco Water Corporate Account Manager was able to effectively leverage Ecolab’s global value discovery process in order uncover key business drivers for Microsoft and to align our offering with the needs of Microsoft’s data centers. The co-created digital platforms for water management were core to the offering, enabling Microsoft to directly benefit from the platforms it co-created with Nalco Water. The resulting impact to Microsoft’s operation was over $4.3 million in reduced annual operating costs, achieved through reduced water and energy footprints, increased asset protection and improved water safety.

Author(s): Nalco Water, an Ecolab Company

Publication Date: 4/13/2017

Resource Type: White paper/article

Subject Tags: Partnering Process / Strategic Alliances

Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


2017 SAMA Excellence Award Winner: Adobe - Outstanding SAM Program Leadership for Young Programs

The winning entry for a 2017 SAMA Excellence Award in the category, Outstanding SAM Program Leadership for Young Programs. From 2013 through 2016, Adobe introduced, tested, proved and scaled a successful Strategic Accounts Marketing (SAM) program. This required sweeping change involving a complete enterprise-wide effort, beginning with a vision and leadership at the highest levels of the organization. The program set new goals and new metrics for measuring and rewarding success, implemented cross-departmental cooperation, provided internal and external education, and innovated processes and practices. SAM Program achievements: • Solutions per Customer 2013 – 2015 20% increase • Customer Satisfaction Improvement 2013 -- 2015 20% increase • Share of Wallet 2013 - 2015 30% increase • Percentage of Top 20 Adobe Deals 2015 (Deal Size) 80% • Retention / Renewal Rates 2015 90% • Revenue Growth from 2013 -- 2015 1400% • Retention and renewal rates average 90% This SAM program is being benchmarked and scaled across Adobe, laying a foundation that will benefit Adobe colleagues and customers on a global basis for years to come. This SAM program is being benchmarked and scaled across Adobe, laying a foundation that will benefit Adobe colleagues and customers on a global basis for years to come.

Author(s): Adobe

Publication Date: 4/13/2017

Resource Type: White paper/article

Subject Tags: Partnering Process / Strategic Alliances

Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Systematic approach to successful negotiations: How to find out what the other side really wants

This webinar requires extensive participant interaction, as it includes conducting a live real-time negotiation. SNI's systematic approach to negotiations is made up of three Ps: Prepare, Probe and Propose. This webinar serves as an introduction to the "3Ps" and specifically digs into the second "P," Probing. Following the webinar, participants will take away a habit and tool to ask better questions in order to get beyond the other side's position and onto their needs and interests. Ultimately, this will allow participants to increase the likelihood of coming up with solutions that maximize their share while satisfying the other side.

Author(s): Jeff Cochran, Principal/Master Facilitator, Shapiro Negotiations Institute

Publication Date: 4/6/2017

Resource Type: Webinar

Subject Tags:

Price: Non-Member - $169.00 | Individual Member - $99.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


SAMA Guide to Key Performance Indicators (KPIs) of a Strategic Account Manager

A short SAMA guide to the KPIs and performance metrics used in practice for the job of a Strategic Account Manager. Includes examples and list of links to relevant resources.

Author(s): SAMA

Publication Date: 3/16/2017

Resource Type: White paper/article

Subject Tags: Metrics - Program / Account

Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Engage, win and grow! Driving success for you and your customers in 2017

Steve Andersen and Craig Jones of Performance Methods, Inc. (PMI) co-hosted this session based on their new book, "Beyond the sales process: 12 proven strategies for a customer-driven world." Joined by special guest Guy Bizzoco, associate director of customer-centricity at Merck, this webinar addresses how industry leaders are deploying strategic account planning and management to drive mutual success with strategic and key customers. See examples of how top-performing SAMs and KAMs stay ahead of the competition by effectively engaging their customers before, during and after the sale, and how they are proactively "planning to win" and "planning to grow" with their customers in 2017.

Author(s): Steve Andersen, President and Founder, Performance Methods, Inc.; Craig Jones, Managing Partner, Performance Methods, Inc.; Guy Bizzoco, Associate Director, Merck

Publication Date: 2/15/2017

Resource Type: Webinar

Subject Tags:

Price: Non-Member - $169.00 | Individual Member - $99.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Building Trust Between Two Organizations

A short guide to building trust between two organizations, combining the insights and wisdom of B2B best practices, expert approaches and SAMA research.

Author(s): SAMA

Publication Date: 2/3/2017

Resource Type: White paper/article

Subject Tags:

Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Leveraging Your SAMA Corporate Membership

On January 25, 2017, SAMA held a short webinar on how to navigate your corporate membership. Topics covered include, SAMA and our community, what resources are available to you, how to access your online member portal and webinars, who are the SAMA Membership staff and how to contact us. This webinar also includes a listing of the 2017 events and trainings.

Author(s): SAMA Membership

Publication Date: 1/25/2017

Resource Type: Webinar

Subject Tags: Other

Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Leveraging Your SAMA Corporate Membership

On January 25, 2017, SAMA held a short webinar on how to navigate your corporate membership. Topics covered include, SAMA and our community, what resources are available to you, how to access your online member portal and webinars, who are the SAMA Membership staff and how to contact us. This webinar also includes a listing of the 2017 events and trainings.

Author(s): SAMA Membership

Publication Date: 1/25/2017

Resource Type: Presentation handout

Subject Tags: Other

Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Leveraging Your SAMA Individual Membership

On January 25, 2017, SAMA held a short webinar on how to navigate individual membership. Topics covered include, SAMA and our community, what resources are available to you, how to access your online member portal , who are the SAMA Membership staff and how to contact us. This webinar also includes a listing of the 2017 events and trainings.

Author(s): SAMA Membership

Publication Date: 1/25/2017

Resource Type: Presentation handout

Subject Tags: Other

Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Value First Then Price - Quantifying Value in Business to Business Markets from both a buyer and sellers perspective

Strategic Account Managers are at the forefront of their organizations of price realization. Value selling and Value-based pricing, pricing a product according to its value to the customer rather than its cost to produce is the most effective and profitable pricing strategy. Buyers need to evaluate the monetary benefits of a product against the price of its competitors. Sellers justify their price points through documenting the value of a product, emphasizing its superiority against competitors and therefore justifying the premium price. This webinar proposes a quantitative methodology to value pricing that has been road-tested through a wide variety of real-life industrial cases. Todd Snelgrove and Andreas Hinterhuber will present a best practice overview of how leading companies quantify and document value to customers. In doing so, they will provide strategic account managers with the best practices they need to quantify the value of their products to demanding, hard-nosed industrial purchasers.

Author(s): Todd Snelgrove, Global Value Merchant, Former Global Vice President of Value - SKF; Andreas Hinterhuber, Partner, Hinterhuber & Partners

Publication Date: 1/19/2017

Resource Type: Webinar

Subject Tags:

Price: Non-Member - $169.00 | Individual Member - $99.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


The Digitalization Drive: Elevating Strategic Account Management

This SAMA research report explains how digitalization is changing the very logic and practice of strategic account management (SAM) . Digitalization has a profound impact on strategy and business practice across all industries. The increased connectivity provided by digital technologies is creating new forms of collaboration opportunities in ever expanding ecosystems, new ways to monitor and manage the installed asset base, and new channel configurations with new tools to connect and influence decision making and product usage. These changes shake many of the foundations that strategic account management (SAM) is built upon. Fundamental to understanding how SAM and SAM programs should adapt is the realization that changes in SAM practices are driven not only by the emergence of new digital technologies, but rather by the modifications in strategy and business models that digitalization drives. Consequently, SAM programs need to be elevated into an even more strategic role: driving the digitally enabled strategic transformation of both firms and customers. To take on this role SAM needs to be transformed from Strategic Account Management to Strategic Ecosystem Leadership.

Author(s): Kaj Storbacka, Professor, Markets & Strategy, at University of Auckland Business School, Graduate School of Management, and Elisabeth Cornell, Research General Manager, SAMA

Publication Date: 1/6/2017

Resource Type: Research

Subject Tags:

Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Defining Strategic Account Management

See this snapshot defining what is strategic account management, what is a SAM program and what is a strategic account manager. Included are schematics for SAMA's Key Enablers of SAM Organizations, the Strategic Account Management Process and the Strategic Account Manager Competency Model.

Author(s): SAMA

Publication Date: 12/22/2016

Resource Type: Presentation handout

Subject Tags:

Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


How Top Companies Drive Value with Strategic Accounts

What do the top sales and account management organizations do to drive higher revenue, account growth and major opportunity wins? In this session Mike Schultz and Dave Shaby will share key insights from their new "Top-Performing Sales Organization" and "Top Performance in Strategic Account Management" research reports. You'll learn the surprising results of how companies with different priorities to increase account growth achieve significantly different results. They'll discuss the key components of what the top-performing organizations do differently than the rest and how you can improve to get the best results.

Author(s): Dave Shaby, SVP of Corporate Marketing, Bright Horizons Family Solutions; Mike Schultz, President, RAIN Group

Publication Date: 12/9/2016

Resource Type: Webinar

Subject Tags:

Price: Non-Member - $169.00 | Individual Member - $99.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


PMI and SAMA Account Planning eBook

Through PMI's engagements with best-in-class organizations, they have designed and developed a methodology for implementing and sustaining strategic account management best practices: The Keys to Effective Strategic Account Planning. This book introduces the reader to a proven methodology and contemporary approach to managing strategic customer relationships.

Author(s): Steve Anderson, President and Founder, PMI

Publication Date: 11/30/2016

Resource Type: White Paper/Article

Subject Tags:

Price: Non-Member - $25.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Effective business reviews - engaging in strategic discussions (and staying out of the weeds)

Quarterly business reviews are a practical and effective way to build more strategic and valuable relationships. However, too often they never happen and when they do, agendas often get side-tracked into discussions about short-term issues. This webcast will provide a framework for effective business reviews and will offer valuable tips to help you develop an approach that will help you build more trust, gain more respect, and deliver more value. Topics will include: -- Effective preparation to ensure your time is productive -- Getting the right people involved -- Assembling an agenda that is relevant and strategic -- Using joint scorecards monitor progress -- Managing the details that can derail the meeting -- Securing action and accountability with effective follow up Business reviews are one of the best tools to building trust and credibility. This webcast will help you leverage them effectively.

Author(s): Pat Gibbons, Senior Vice President Marketing, Walker

Publication Date: 11/18/2016

Resource Type: Webinar

Subject Tags:

Price: Non-Member - $169.00 | Individual Member - $99.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Systematic approach to successful negotiations: How to find out what the other side really wants

This webinar requires extensive participant interaction, as it includes conducting a live real-time negotiation. SNI's systematic approach to negotiations is made up of three Ps: Prepare, Probe and Propose. This webinar serves as an introduction to the "3Ps" and specifically digs into the second "P," Probing. Following the webinar, participants will take away a habit and tool to ask better questions in order to get beyond the other side's position and onto their needs and interests. Ultimately, this will allow participants to increase the likelihood of coming up with solutions that maximize their share while satisfying the other side.

Author(s): Jeff Cochran, Principal/Master Facilitator, Shapiro Negotiations Institute

Publication Date: 11/18/2016

Resource Type: Webinar

Subject Tags:

Price: Non-Member - $169.00 | Individual Member - $99.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


How do you avoid falling into the commercial coordinator trap?

Strategic account managers, like all of us, tend to fall back on that with which they are most comfortable. Unfortunately, this often means continuing to act as an administrative and commercial coordinator instead of acting like a true SAM. The upstream reason for this is a lack of leadership skills and having an entrepreneurial mindset on the part of the SAM. This session will walk participants through the process of turning SAMs from managers into entrepreneur leaders fully capable of creating, expanding and sustaining a profitable revenue stream for each of their accounts. Doing so will assist them in avoiding the trap of being limited to the role of a commercial coordinator

Author(s): LaVon Koerner, Chief Revenue Officer, Revenue Storm

Publication Date: 10/19/2016

Resource Type: Webinar

Subject Tags:

Price: Non-Member - $169.00 | Individual Member - $99.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Benefits of an Executive Sponsorship Program for Strategic Accounts

A brief introduction to Executive Sponsorship and its relevance and benefits for strategic accounts. Includes a link to additional resources on the topic which include best practice presentation handouts from companies having formalized programs for executive sponsorship as well as articles from leading experts.

Author(s): SAMA

Publication Date: 10/4/2016

Resource Type: White paper/article

Subject Tags: Executive Sponsorship

Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


On-Demand Webinar: Developing and Leveraging Strategic Customer Knowledge to Sell Your Value

Selling value is tougher than it's ever been. If we sell value, it is not enough to understand your customer's needs; we have to understand its business. This interactive and application-oriented workshop will focus on effectively gaining the right customer knowledge to help you differentiate yourself, your company and your solutions from your competitors. You will learn how to clearly understand your customer's business in three knowledge areas: business/strategic knowledge, solution/opportunity knowledge and relationship knowledge; quickly gather and analyze publicly available data; gain an inside perspective of your customer; conduct high-impact research meetings; develop relationships that lead to customer knowledge; and identify your unique business value by understanding your customer's business.

Author(s): Mark Shonka, Co-President, IMPAX Corporation; Jim Ellis, Commercial Director, Sensient Technologies

Publication Date: 9/30/2016

Resource Type: Webinar

Subject Tags:

Price: Non-Member - $169.00 | Individual Member - $99.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Velocity Issue 3, 2016

Author(s):

Publication Date: 9/17/2016

Resource Type: Velocity Magazine

Subject Tags:

Price: Non-Member - $25.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Editor's Corner

Author(s): Gloria Naurocki

Publication Date: 9/17/2016

Resource Type: Velocity Magazine

Subject Tags:

Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Quick Takes

Author(s): Editors

Publication Date: 9/17/2016

Resource Type: Velocity Magazine

Subject Tags:

Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Page 1 of 61