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Procurement: What are they thinking?

A transcript of a conversation among veteran Procurement executives at SAMA’s 2017 Annual Conference

Author(s): Panel moderated by Martin Finkle, CEO, AscendU LLC; transcript edited by Nicolas Zimmerman, editor-in-chief, SAMA

Publication Date: 1/24/2018

Resource Type: Velocity magazine

Subject Tags:

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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The state of SAM compensation

Highlights from the results of recent research, conducted by ZS and SAMA, on current trends and challenges with incentivizing SAMs across industries

Author(s): Chad Albrecht, sales compensation practice leader, ZS

Publication Date: 1/24/2018

Resource Type: Velocity magazine

Subject Tags:

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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Is price conflict disrupting your strategic account relationships?

The author addresses four fundamental changes in the marketplace that often lead to a significant misalignment of pricing or pricing expectations.

Author(s): Axel Leichum, partner, Blue Canyon Partners

Publication Date: 1/24/2018

Resource Type: Velocity magazine

Subject Tags:

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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Book review: On Sales: HBR’S 10 Must Reads Series

Reviewed is the book's 10 chapters and a “bonus” interview concerning best practices in SAM.

Author(s): Reiewer: Harvey Dunham, Managing Director, Business Development, SAMA

Publication Date: 1/24/2018

Resource Type: Velocity magazine

Subject Tags:

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

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Velocity Issue 1 , 2018 - Call for Velocity submissions for 2018 and beyond

Guidelines for writers, ideas for topics and the benefits to authors and their organizations

Author(s): Velocity editors

Publication Date: 1/24/2018

Resource Type: Velocity magazine

Subject Tags:

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

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Velocity Issue 2 , 2018 - Cover

orange gears, blue sphere

Author(s): Aimee Wadell

Publication Date: 1/24/2018

Resource Type: Velocity magazine

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

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Velocity Issue 2 , 2018 - Table of Contents

A listing of articles and the page numbers where they can be found

Author(s): NULL

Publication Date: 1/24/2018

Resource Type: Velocity magazine

Subject Tags:

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

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Velocity Issue 2 , 2018 - Editor's Corner

A preview of articles contained in the issue

Author(s): Gloria Naurocki

Publication Date: 1/24/2018

Resource Type: Velocity magazine

Subject Tags:

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

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The Value of Collaborative Workshops: A tool for Relationship Development and Pipeline Growth

Holding customer workshops can be a costly and time consuming process, but if managed in the correct way the results can be overwhelming. When the right strategy and approach is used workshops can turn a support function into an avenue of business development. This session explores the potential triggers, tools, approaches, and options to an effective and impactful business strategy for workshops as a key relationship and pipeline enabler.

Author(s): Becky Ayotte; Head of Solution Consulting, Tender Management and Project Coordination Americas Solution Delivery & Service Management (SDSM), DHL Customer Solutions & Innovation

Publication Date: 1/18/2018

Resource Type: Webinar

Subject Tags: Customer Satisfaction;General Business Issues;Partnering Process / Strategic Alliances

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

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Metrics to help calibrate the right investments for a Strategic Accounts Organization

This study is the first in a 4-part research series of Current Trends & Practices focused on SAM Program Performance Factors.

How do companies use metrics to make the business case for strategic account investments? What type of metrics are most effective for different types of investments? And, what factors affect how investment decisions are made?

Aspects of SAM investments covered in this report include:
* Prioritizing and allocating investment monies
* De-prioritizing and de-funding inefficient investments
* Decision-makers who will make and/or influence the investment decisions
* Identifying the optimal metrics to measure success for different types of investments
*Identifying the non-financial metrics also influencing investment decisions
*Capturing and aggregating new and different customer data related to investment metrics
* Where the money for investments comes from
* Identifying and funding new opportunities requiring immediate action

This 89-page Top-Line Report presents the major findings from our survey, and also will be incorporated into a final Combined Report of all 4 studies in this series, to be published Summer 2018.

Author(s): SAMA Research

Publication Date: 1/17/2018

Resource Type: Research

Subject Tags: Metrics - Program / Account

Price: Non-Member - $500.00 | Individual Member - $300.00 | Corporate Member - $200.00

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SAMA Guide for the SAM Program Journey -- Timelines and Priorities

Building a SAM Program is a journey, not a recipe. There is no one-size-fits-all. But there is logic applied to the order in which a SAM organization and capabilities are developed. Much depends upon where the starting point is and what you have to work with. Pull insights and ideas from other companies, SAMA research and best practices, but don’t set out to duplicate someone else’s Program. A company’s legacy structure and internally-focused mindset will bring challenges. Company culture matters and will impact how much and how long it will take for SAM to become embedded. This Guide provides examples of company timelines and their priorities for building their SAM Programs.

Author(s): SAMA

Publication Date: 12/12/2017

Resource Type: White paper/article

Subject Tags:

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

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Customer Hero Story: Showing business insight & aligning with your team

How do you overcome objections, show business insight and align account teams? CI Squared recently coached a SAM team working on a significant revenue opportunity. It was critical to win not only due to the large subscription dollars this opportunity represented, but because they were fending off a tough competitor who was using this application to penetrate their accounts. The 19 internal players were disjointed, disconnected and out of alignment both on the strategy and execution for this account. The world is moving at an incredibly fast pace, causing account teams to be more misaligned, harried and unfocused than ever. The latest research on how people buy (behavioral economics) and make decisions combined with our communication framework provides an innovative approach to creating alignment, overcoming customer objections and showing business insights. Understanding how to tell a customer-hero story with real business results is a game changer to align and leverage your next business conversation. Our innovative framework combined with a customer-success story can help you rethink these situations, align with your team and create success. This webinar will focus on the art and science of how to build a compelling customer-hero story and why it delivers results. Simple pragmatic tools you can use tomorrow to differentiate and align will be discussed.

Author(s): John Geraci, Co-Founder and President of CI Squared

Publication Date: 12/7/2017

Resource Type: Webinar

Subject Tags:

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

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RESOURCE BUNDLE - SAM Program Enabler: Engaging the C-Level / Executive Support

This bundle of resources addresses the Enabler Engaging the C-Level / Executive Support. FOUR MEMBER ONLY RESOURCES INCLUDED: (1.) White paper/article: 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. (2.) On-Demand Webinar: common myths about launching an executive sponsor program - Thinking of launching an executive sponsor program? Not sure where to start? Learn common myths about launching an executive sponsor program and why 63 percent of companies attempting to launch their program have failed two or more times. Senior Consultant Karen Posey of the Geehan Group will discuss the myths and leverage Julie Tung, vice president of global customer programs at Oracle Corp., and Virginia Chambers, director of the AT&T client executive partners program at AT&T Business Solutions, to share personal experiences of why something that looks so easy is not and what you can do to drive success in your organization. (3.) On-Demand Webinar: executive sponsorship--establishing a consistent process for senior management involvement -- One of the keys to a successful strategic account management program is communication between executives on both sides - supplier and client - as well as internal collaboration on the part of the supplier among strategic account managers and executive sponsors. Executive sponsorship (true involvement) is a proven methodology of improving the speed and depth of account penetration. Not only is it a main driver in sustaining and growing strategic accounts, but these customers expect it. Topics include: *Optimizing the executive sponsor's value and using practices and tools to leverage this resource, effective operating guidelines for executive sponsors within a SAM program, such as alignment, role definitions, account assignments, and accountabilities, planning for pre- and post-call briefing and, how to best integrate the executive sponsor role into the overall account strategy and team initiatives (4.) On-Demand Webinar: management imperatives for planning an effective strategic accounts program--a blueprint for success (fourth in a four-part series) -- A successful strategic account management program provides a coherent structure and processes for an aligned implementation of an enterprise strategy for managing and growing a company's strategic customers. This four-part webinar series combines thought leadership with practical application, work group experience and insights to accomplish the four critical pillars of your SAM initiative: define, design, develop and deploy. Topics in Part 4 (deploy) include: executive sponsorship, customer-specific value propositions, customer involvement and collaborative planning.

Author(s): Strategic Account Management Association

Publication Date: 11/29/2017

Resource Type: Presentation handout

Subject Tags: Critical Success Factors for Strategic Accounts;Executive Sponsorship

Price: Non-Member - $550.00 | Individual Member - $100.00 | Corporate Member - $0.00

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RESOURCE BUNDLE - SAM Program Enabler: Account Selection / Deselection

This bundle of resources addresses the Enabler Account Selection and Deslection. FIVE MEMBERS ONLY RESOURCES INCLUDED: (1.) SAMA Research Report: Customer Types in Real World Account Management -- SAMA and the University of Mannheim, Germany partnered on a research project to test a universal framework for B2B companies to perform an initial segmentation of their important customers. Even when it comes to a supplier's most important customers, the types of relationships that exist are quite diverse. Over the years, company practitioners and experts have developed various systems to differentiate between the different types of accounts within a customer portfolio, in order to identify appropriate and effective management models. The study results shed light on the implications for supplier decision-making on strategy, cost-models, levels of investment, extent of senior management involvement in account relationships, talent assignments and more. Thank you to all of the participants which made this research possible! (2.) On-Demand Webinar: diagnosing your company's barriers and obstacles to strategic/key account execution -- Business results through efficient strategic account execution require talent, organizational enablers and the maximum removal of barriers and obstacles. In this session, based on a session delivered at the 2011 Pan European Conference in March 2011, SAMA CEO Bernard Quancard will provide a holistic view of the critical enablers of successful strategic/global account organizations and moderate a discussion of four enablers where companies may stumble due to common organizational barriers and obstacles. The featured panelists will tackle these barriers and share concrete examples of how their company and/or others have been able to address them. The four SAM/GAM organizational enablers include: C-level engagement Account selection and de-selection Internal alignment and complexity of the organization Selecting and developing strategic account manager talent (3). On-Demand Webinar: management imperatives for planning an effective strategic accounts program--a blueprint for success (fourth in a four-part series) -- A successful strategic account management program provides a coherent structure and processes for an aligned implementation of an enterprise strategy for managing and growing a company's strategic customers. This four-part webinar series combines thought leadership with practical application, work group experience and insights to accomplish the four critical pillars of your SAM initiative: define, design, develop and deploy. Topics in Part 4 (deploy) include: Executive sponsorship, Customer-specific value propositions, Customer involvement, and Collaborative planning (4). Velocity Magazine Article VOL. 13, Issue 2, 2011 The keys to effective strategic account planning: Key 1--define "What is a strategic account?" and assess the ongoing fit -- Our work with clients has taught us much about the importance of defining strategic/key accounts and communicating this effectively both internally and with the selected customers. Experience shows that the account selection process is typically ongoing and a critical component of any successful strategic account management program. (5.) SAMA Presentation: Strategic Account Selection and De-Selection Criteria -- This presentation will present Sherwin Williams' fit and attractiveness model that can be used as a tool for the Strategic Account Manager to determine if a prospective account fits the criteria to be a true Strategic Account. Protective & Marine Coatings Vice President of Global Accounts, Doni Riddle will present key areas of focus and showcase a tool to be used for account comparisons.

Author(s): Strategic Accounts Managemant Association

Publication Date: 11/29/2017

Resource Type: Presentation handout

Subject Tags: Account Selection, Segmentation, and Portfolio Management

Price: Non-Member - $550.00 | Individual Member - $100.00 | Corporate Member - $0.00

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RESOURCE BUNDLE - SAM Program Enabler: SAM Talent Selection, Development and Coaching

This bundle of resources addresses the Enabler SAM Talent Selection, Development and Coaching. THREE RESOURCES INCLUDED (1.) SAMA Research: Finding and Selecting the Right Talent for Strategic Accounts -- When companies talk about how hard it is to find the "right talent", and they do so frequently, they are referring not only to individuals whose skill set transcends traditional selling, they are referring to those individuals who embody a complex combination of personal and professional knowledge, expertise, experience, attributes and mindset. And beyond that, they are looking for the ones who will be the right match for a particular customer or customer segment. Previous studies and benchmarking within the strategic account management community, by SAMA and other experts, have already helped to identify the primary competencies and skills of SAMs as well as key personality traits and attributes. The focus of this project is to examine current practices and processes used in: * Defining SAM job profiles * Locating and attracting the right SAM talent * Selecting and hiring the best candidates. The 39-page SAMA Research report includes Key Insights, Recommendations and Detailed Findings. (2.) CSAM Certification: Overview -- SAMA's CSAM (Certified Strategic Account Manager) Program establishes a professional standard of individual capabilities to successfully perform the role and responsibilities of a strategic account manager (SAM). (3) SAMA's Competency Model -- Detailed description of the five SAMA Competencies: 1.0 Understanding Organizational Priorities, 2.0 Strategic Account & Opportunity Planning, 3.0 Joint Solution Development, Co-Creation & Reaching Agreement, 4.0 Multifunctional Account Team Leadership, 5.0 Overall Relationship & Outcome Management

Author(s): Strategic Account Management Association

Publication Date: 11/20/2017

Resource Type: Presentation handout

Subject Tags: Critical Success Factors for Strategic Accounts;Skills & Competencies

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

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RESOURCE BUNDLE - SAM Program Enabler: Value Creation and Capture Within the SAM Process

This bundle of resources addresses the Enabler Value Creation and Capture Within the SAM Process -- SIX MEMBER ONLY RESOURCES INCLUDED (1.) Velocity Magazine Article VOL. 19, Issue 1, 2017 Elevating Value Creation in the Digital Economy -- The authors discuss how digitalization is changing business models and processes and how SAMs and their organizations need to adapt. Author(s): Volkhard Bregulla, VP Manufacturing Industry and IoT, Hewlett Packard Enterprises and Hajo Rapp, SVP Siemens One Customer, Siemens (2.) White paper/article: 2017 SAMA Excellence Award Winner: DHL - Successful implementation of value innovation within the supply chain -- One of two winning business case entries for the 2017 SAMA Excellence Award for the category: Successful implementation of value innovation within the supply chain. In a strategic approach, DHL Customer Solutions and Innovation (CSI) jointly managed enhanced value creation with a Japanese customer. CSI developed the business relationship based on a professional understanding of the Japanese culture - and the customer's culture in particular - as well as the customer's business. By involving all contributors from the very beginning of each project, CSI was able to create an ecosystem that achieved greater revenue growth for all. (3.) SAMA presentation video: Developing sourcing strategy for value creation: How to source on TCO and value to create a competitive supply chain -- Join former Global Chief Purchasing Officer, Bo-Inge Stensson as he discusses how to obtain true value from suppliers and also how to deliver value to stakeholders. Examples will be given from best practice and the SKF journey. He will discuss the concept, tools, and structure, and how you can obtain buy-in from the businesses. Attendees will walk away knowing why companies that have a structured way to buy on value are more profitable than companies that do not. (4.) On-Demand Webinar: The Future Model of Sales: Aligning Value Creation and Value Capture to Drive Results -- In this webinar, SAFC shares best practices in understanding their emerging role of making better decisions on behalf of their company and then guiding customers to make higher-value decisions by offering multiple value-based solution options during negotiation. As attendees will see, the financial results speak for themselves. Key learnings include: - Effectively lead the customer conversation - Use market knowledge and customer data to create demand for high-value solutions - How to get around gatekeepers to actual influencers - Influence customer decision criteria with bias toward YOUR priorities - Drive closure of customer needs based on uniqueness of your offering (5.) On-Demand Webinar: Business Model Innovation: What does it mean for Strategic Account Management? -- Anyone working in strategic account management should pay attention to business model transformations and anticipate how it might change the role of SAMs in the future. During this webinar, Stephan Liozu will explore the trends towards solution-oriented business models and review the role of SAMs in making the transformation successful. The presentation will use real life examples to uncover the implications of the three elements of the sustainable value management process: value creation, value quantification, and value capture. Key learnings include, (a) the principles of business model innovation, (b) important trends in business models: big data, internet of things, industrial internet, and solutions design, (c) measuring value as business models change to include big data, analytics and software, (d) the role of SAMs in the value creation, value quantification, (e) and value capture of solution offerings is increasing in criticality, competences of the future for strategic account management. (6.) SAMA Research Report: Individual SAM Characteristics Influencing Customer-Supplier Value Realization Report Link: http://events.strategicaccounts.org/dlpdf/SAMA-VIA_Report_Value_Realization.pdf Description: Conducted in partnership with Value Innoruption Advisors, the objective of this research project was to shed light on two specific questions: 1) What are the personality traits of SAM Professionals that impact the acceptance of value management programs? 2) What are the critical components of a holistic value management program and how do they impact relative and absolute firm performance? This report provides a description of the research method, an executive summary of key findings and recommendations, a detailed report of all findings, and general conclusions.

Author(s): Strategic Accounts Managemant Association

Publication Date: 11/20/2017

Resource Type: Presentation handout

Subject Tags: Critical Success Factors for Strategic Accounts;Value Creation / Innovation

Price: Non-Member - $550.00 | Individual Member - $100.00 | Corporate Member - $0.00

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Delivering Compelling Business Impact Assessments to Accelerate Customer Decision Making

National Instruments (NI) will share its structured approach -- recently featured in Harvard Business Review as a leading best-in-class capability -- to building business impact assessment capabilities in tight collaboration with its customers. In addition to developing customer-centric (as opposed to vendor-centric) Total Cost of Ownership models, NI benchmarks customers' capabilities against a cross-industry best-in-class capabilities framework to identify areas of improvement with highest ROI and strategic impact. This assessment generates operational KPIs targeted at the executive level and serve as an internal, fact-based and data-driven source of truth to prioritize and select their next step-change improvement initiatives. From NI's perspective, these customer-paid business assessments accelerate the consensus building and decision making at the customer and break the status quo. It also serves as a significant differentiator and dovetails tightly with NI's strategic accounts program.

Author(s): Dr. Sugato Deb, Director of Key Accounts & Sales Excellence, National Instruments

Publication Date: 11/9/2017

Resource Type: Webinar

Subject Tags:

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

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Right Actionable Customer Feedback Acts as a Catalyst for Process and Revenue Improvement

We all continue to look for innovative ways to keep and grow our most valuable customers. In my experience, I have seen one constant in organizations that have successfully found new ways to keep and grow their customers - they proactively execute on customer provided needs and wants to create the ultimate effortless customer experience. This may seem like a no-brainer to most seasoned professionals, but without the right catalyst, such an endeavor could often result in wasted resources, little ROI, no business improvements, and most importantly, no revenue improvement. What is that one catalyst... the Right Actionable Customer Feedback. On this webinar, President and CEO of The Chapman Group, Dennis Chapman Sr., will focus our attention on the structure, collection, and analysis of the right actionable customer feedback as well as the impacts these data points will have on business processes, customer relationships, as well as existing revenue streams. Key Learning Points Include: - Current gaps/challenges in customer feedback programs preventing organizations from taking actions that influence relationships and revenues - Getting the "Right" Feedback; questions to ask, who to ask, how to ask and use of advanced analytical tools - How actionable feedback drives business process decisions and improvements - How actionable feedback drives revenue retention and growth strategies

Author(s): Dennis Chapman, President & CEO, The Chapman Group

Publication Date: 10/23/2017

Resource Type: Webinar

Subject Tags:

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

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Execution Management: The Key to Building a Long Term Relationship

This webinar will address the post sales challenges faced by SAMs in executing key opportunities with their accounts. Topics to be covered will include defining what execution management is; the role of the account team versus the delivery/project team; and the issues that need to be addressed to insure a successful execution. Several examples of successful opportunity execution will be discussed. At the end of the session the participants will have a better understanding of the importance of execution management in building a long-term relationship with their account.

Author(s): Lee J. Pryor, Principal, Essayons! Consulting, Inc.

Publication Date: 10/2/2017

Resource Type: Webinar

Subject Tags:

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

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Customer Value Co-Creation: Powering the Future Through Strategic Relationship Management

This book takes an in-depth look at the 10 most critical enablers of an effective strategic customer management initiative, offering an organizational blueprint for a successful SAM program. It then leverages decades of benchmarking data with world-class companies to address the components of an efficient and effective value creation process. The book’s third section illuminates the key traits and competencies a strategic account manager needs in order to drive this strategic co-value creation process. And the book’s final section imagines the SAM of tomorrow, forecasting the impact of digitalization on the role of the SAM, on the value-creation process, and on the entire strategic customer- centric organization. It is a challenging time for B2B. Disruptors abound, procurement organizations have become highly sophisticated, and the proliferation of data has unleashed forces of change whose repercussions will be felt wide and far. But these challenges also create enormous opportunities for strategic salespeople and strategic account managers who are able to harness them in the service of nurturing strong relationships and building innovative customer solutions that impact their customers’ business results. $37.00 price includes USA flat rate shipping cost-subject to change if ordering for international shipping. For bulk shipments, please contact membership@strategicaccounts.org before ordering

Author(s): Bernard Quancard, Nicolas Zimmerman (Editor) and SAMA Community

Publication Date: 10/2/2017

Resource Type: Publication

Subject Tags: Critical Success Factors for Strategic Accounts;Skills & Competencies;Value Creation / Innovation

Price: Non-Member - $37.00 | Individual Member - $37.00 | Corporate Member - $37.00

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Velocity Issue 3 , 2017

Author(s): SAMA

Publication Date: 9/13/2017

Resource Type: Velocity magazine

Subject Tags:

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

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Cover - Velocity Issue 3 , 2017

hand walking

Author(s): Aimee Wadell

Publication Date: 9/13/2017

Resource Type: Velocity magazine

Subject Tags:

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

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Table of Contents - Velocity Issue 3 , 2017

A listing of articles and the page numbers where they can be found

Author(s): NULL

Publication Date: 9/13/2017

Resource Type: Velocity magazine

Subject Tags:

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

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Board of Directors - Velocity Issue 3 , 2017

A listing of SAMA's board of directors, corporate members and Velocity staff

Author(s): NULL

Publication Date: 9/13/2017

Resource Type: Velocity magazine

Subject Tags:

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

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Editor's Corner - Velocity Issue 3 , 2017

A preview of articles contained in the issue

Author(s): Gloria Naurocki

Publication Date: 9/13/2017

Resource Type: Velocity magazine

Subject Tags:

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

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