Resource Search

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

Resource Type:

Free Resources:


Results: 1530

Page 3 of 62

The Reinvention of Procurement

Where is the practice of procurement heading and how is it changing? What is the new procurement paradigm? Though this article was written for procurement and sourcing professionals, SAMA shares this important thought-piece with our strategic supplier community to provide an interior view of a profession in transformation. The similarities to the evolution of strategic account management are very relatable!

"Procurement is, in many ways, a victim of its own success. As recently as 10 years ago, there was significant value to be gained by using competition to motivate better supplier performance and to re-balance supplier profit margins and customer costs. But rigorous and coordinated sourcing has enabled companies to maximize purchasing leverage based on their total spend. While there will always be some suppliers with a high degree of pricing power because of a unique technology or market position, today we find a consolidated supply base, operating with profit margins kept in check by competitive pressure.

In other words, the low-hanging fruit has been picked. So what will drive the next wave of value? Fundamentally, we believe it is innovation not just in product design or manufacturing technology, but also in business processes and models, and in the capture and utilization of data and information. A critical function for procurement in the future will be the capability to strike the right strategic balance with different suppliers between competitive pressure and associated uncertainty (which helps guard against supplier complacency, but also acts as a powerful disincentive to supplier investment), and deeper collaboration and longer-term commitments to suppliers (which act as a positive incentive to supplier investments)."

Author(s): Jonathan Hughes, Partner and Danny Ertel, Partner at Vantage Partners

Publication Date: 6/1/2016

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'.


1. Distributor Engagement Approach

AXA MATRIX has created a distributor engagement approach designed to leverage strategic, regional and local intermediary relationships to aid in acquisition of new business, displacement of existing non-AXA MATRIX service providers, retention and expansion of existing customer business, and improved customer-service density. The purpose: to establish strong collaboration and exchange within the full span of the AXA organization to remain organizationally aligned, distinguish and differentiate AXA MATRIX with the placement and customer advocacy functions of our distributors, and demonstrate collaborative industry thought leadership and customer partnership around emerging or evolving trends. Our conference session will define the unique nature of the business model, discuss challenges and opportunities to leverage the tripartite relationship to provide customer value, and describe the benefits of driving a collaborative approach – all while providing specific examples.

Author(s): Peter Linn, CEO, AXA MATRIX Risk Consultants; Michael P. Golden, Executive Vice President, North American Global and Risk Solutions, Willis; Martin Eckert, Business Development Manager , AXA MATRIX Risk Consultants

Publication Date: 5/23/2016

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'.


10. Prioritizing Customers, Opportunities & Stakeholders: Aligning with, and Focusing on, What and Who Matters Most

Top-performing strategic account organizations know time is their most precious currency…you can’t print more! At the heart of strategic account management is mindfully deciding where, and with whom, to invest and divest your time, energy and resources. This session will help you counter the threats of “all customers are important” and “activity addiction” through a pragmatic strategic account and opportunity prioritization “GPS system,” guiding you to both whom, and where, you can create the greatest impact and accelerate profitable growth. This session will engage you in the latest thinking on strategic account segmentation, selection and de-selection, opportunity prioritization and stakeholder mapping; go well beyond revenue, share- and potential-based segmentation to consider attributes that provide more reliable indicators of future customer (and non-customer) behavior; equip you with simple, pragmatic tools and principles to help you know where to spend more (and less) time in the quest to focus on the right business fit, for both you and your customer; and capture what’s working and lessons learned with real-world examples of what the best companies are doing differently to prioritize accounts and opportunities, and align enterprise resources with what and who matters most.

Author(s): Phil Styrlund, CEO, The Summit Group; Dominique Côté, Commercial Operations and General Management Pharmaceutical

Publication Date: 5/23/2016

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'.


11. Setting up a co-creational value orientated business model with a top 5 pharma company

Fette Compacting GmbH is the leading provider of integrated solutions for industrial tablet production. A technological and global market leader, the company was charged with setting up a co-creation value-oriented business model with its most strategic global accounts. This presentation will highlight a case study with a top-five pharma company and discuss important milestones, activities, tools, drawbacks, resistance and frustration on the way to implementing a successful SAM/SRM model.

Author(s): Steffen Wehlte, Sales Director Global Accounts, Fette Compacting GmbH ; Martin Davies, Global Account Manager, Fette Compacting GmbH

Publication Date: 5/23/2016

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'.


12. Value Beyond the Sight Line

Discovering your company's impact upon your customer requires an ability to see beyond the direct usage of your products or services. This session will show how one company discovered, quantified and utilized hidden value streams to create deeper and more entrenched relationships that lead to more profit and revenue for both the customer and your own company. The attendees are asked to bring examples from their own lives and be prepared to work through a shortened version of the process. An audience member or two, time allowing, will be asked to volunteer to walk through their opportunity. Closing with ""next steps,"" the attendees should leave with ideas and a potential methodology to employ to identify hidden value streams discovered through collaborating with your customers.

Author(s): Bill Moore, Sr. Vice President, SKF

Publication Date: 5/23/2016

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'.


13. Value co-creation and pricing: best practices for profiting from value via customer collaboration

Increasingly, B2B buyers request a business case to justify spend. The natural implication for B2B sellers is that capabilities in value quantification are mandatory – as opposed to “nice to have” – in order to develop profitable customer relationships. In this workshop we will provide two complementary perspectives on value quantification within cutting-edge B2B companies. On the one hand, Todd Snelgrove will share insights on a 10-year journey towards excellence in value quantification at SKF, a company that is recognized as best-in-class in documenting and quantifying value in industrial markets. On the other hand, Andreas Hinterhuber will summarize the results of a 5-year research project in excellence in value quantification, highlighting best-practice examples, processes and capabilities in value quantification of B2B companies around the world. Key benefits for attendees will include insights into the organizational transformation towards excellence in value quantification; best practice examples on quantified value propositions and value calculators of leading B2B companies globally; and insights on capabilities and personality traits of SAMs that excel in value quantification.; As a result of implementing key learnings of this workshop, participants will be able to withstand B2B purchasing manager price pressure and realize higher price levels and higher contract closure rates.

Author(s): Todd Snelgrove, Global Manager Value, SKF; Andreas Hinterhuber, Partner, Hinterhuber & Partners

Publication Date: 5/23/2016

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'.


13. Value co-creation and pricing - best practices for profiting from value via customer collaboration(Unpacking Best Value TCO White Paper)

Increasingly, B2B buyers request a business case to justify spend. The natural implication for B2B sellers is that capabilities in value quantification are mandatory – as opposed to “nice to have” – in order to develop profitable customer relationships. In this workshop we will provide two complementary perspectives on value quantification within cutting-edge B2B companies. On the one hand, Todd Snelgrove will share insights on a 10-year journey towards excellence in value quantification at SKF, a company that is recognized as best-in-class in documenting and quantifying value in industrial markets. On the other hand, Andreas Hinterhuber will summarize the results of a 5-year research project in excellence in value quantification, highlighting best-practice examples, processes and capabilities in value quantification of B2B companies around the world. Key benefits for attendees will include insights into the organizational transformation towards excellence in value quantification; best practice examples on quantified value propositions and value calculators of leading B2B companies globally; and insights on capabilities and personality traits of SAMs that excel in value quantification.; As a result of implementing key learnings of this workshop, participants will be able to withstand B2B purchasing manager price pressure and realize higher price levels and higher contract closure rates.

Author(s): Todd Snelgrove, Global Manager Value, SKF; Andreas Hinterhuber, Partner, Hinterhuber & Partners

Publication Date: 5/23/2016

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'.


13. Value co-creation and pricing - best practices for profiting from value via customer collaboration(White Paper)

Increasingly, B2B buyers request a business case to justify spend. The natural implication for B2B sellers is that capabilities in value quantification are mandatory – as opposed to “nice to have” – in order to develop profitable customer relationships. In this workshop we will provide two complementary perspectives on value quantification within cutting-edge B2B companies. On the one hand, Todd Snelgrove will share insights on a 10-year journey towards excellence in value quantification at SKF, a company that is recognized as best-in-class in documenting and quantifying value in industrial markets. On the other hand, Andreas Hinterhuber will summarize the results of a 5-year research project in excellence in value quantification, highlighting best-practice examples, processes and capabilities in value quantification of B2B companies around the world. Key benefits for attendees will include insights into the organizational transformation towards excellence in value quantification; best practice examples on quantified value propositions and value calculators of leading B2B companies globally; and insights on capabilities and personality traits of SAMs that excel in value quantification.; As a result of implementing key learnings of this workshop, participants will be able to withstand B2B purchasing manager price pressure and realize higher price levels and higher contract closure rates.

Author(s): Todd Snelgrove, Global Manager Value, SKF; Andreas Hinterhuber, Partner, Hinterhuber & Partners

Publication Date: 5/23/2016

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'.


16. 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, Director of Sales, Sensient Technologies

Publication Date: 5/23/2016

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'.


17. Targeting Your Value Proposition for the Relevant Executive

Many organizations construct standard or feature-based value propositions that often target technical buyers, economic buyers or users within the broad customer organization. While these value propositions can be meaningful, they do not typically generate interest with C-suite executives. What senior executives expect today is a customer-focused value proposition that describes your differentiated value, thereby creating a sense of urgency for them to take action implementing your solution. What's most important to successfully delivering a meaningful value proposition is to first identify the relevant executive in the client organization and to then articulate your three components of value: namely, your personal value, the company value, and solution value in both a qualitative and quantitative way. Taken together, these three components of value enable you to construct a value proposition that clearly defines your differentiated value. As part of this session, Dan Stredler will describe his experience in changing organizational focus from feature-based value propositions aimed at the technical buyer to creating value propositions aimed at the relevant executive in the client organization.

Author(s): Steve Bistritz, President and Founder , Learning Solutions International; Daniel Stredler, Director, Global Strategic Accounts , Abbott Diagnostics

Publication Date: 5/23/2016

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'.


18. Disruptive Change and Aligning your Business Objectives via your Strategic Account Management Program

In many respects your strategic account management/key account/business development professionals act as the leading radar to alert your business to changing market dynamics that will be disruptive to your current business model. As the people responsible for attracting, maintaining and developing new business opportunities, there is an immediate imperative for these folks to relay back to senior executives the opportunities and threats that exist through these emerging market realities, by engaging executives in a proactive manner. SAMs are giving their companies the best chance to avoid negative impacts and instead thrive in the new market paradigm. This is a particularly timely topic in the electric utility industry, which is facing more change in the next 10 years than has been experienced in the last 100, and for which strategic account management is a relatively new approach to managing customer relationships.

Author(s): Christopher Kelly, Key Accounts Coordinator, Hydro Ottawa; Norm Fraser, Chief Customer Officer, Hydro Ottawa

Publication Date: 5/23/2016

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'.


19. Engage, Win and Grow: 12 Proven Strategies for a Customer-Driven World

Co-authors Steve Andersen and Dave Stein will co-deliver this session based on their new book, Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World. The book is based on an innovative and contemporary approach to engaging, winning and growing with customers (Engage/Win/Grow™), and is supported by nine in-depth case studies featuring world-class companies that demonstrate best practices for customer engagement, value creation/co-creation and relationship growth. Adecco, Honeywell, and Merck, all featured in the book, will participate as panelists in this session to provide examples, share best practices, and answer audience questions. Session participants will be provided with a copy of the book, compliments of the authors.

Author(s): Steve Andersen, President and Founder , Performance Methods, Inc.; Dave Stein, President, Dave Stein, Inc.; Kim Park, Worldwide VP, Customer Strategy and Innovation, Merck; Sean Mahoney, Vice President of Sales, Americas, Honeywell Building Solutions; Andrea Sugden, Executive Vice President, Adecco Staffing U.S.

Publication Date: 5/23/2016

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'.


22. The Senior Leader’s Role in Driving Customer-Led Growth: From Lip-Service to Measurable Change

The absence of customer-focused leaders is dramatic in its effects. Without strong executive support and strategic alignment, organizations move too slowly, stagnate and lose their way. Decision making becomes fragmented and silo-based without the benefit of having the customer at the center of executive discussions. One of the biggest challenges facing organizations today is taking silo-based organizations and bringing them together to a shared understanding of the customer perspective and how to drive customer-led growth. Participants of this session will discover how to align the leadership teams for their role in driving a customer-centric culture, develop and identify key roles and behaviors for the customer-focused leader, and use customer-centric strategies to drive business performance.

Author(s): Janet LeBlanc, President & CEO, Janet LeBlanc + Associates Inc.; Norm Fraser, Chief Customer Officer, Hydro Ottawa

Publication Date: 5/23/2016

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'.


23. Sales Transformation at Airtel: Implementing a successful strategic account program

This session will present a case study based on implementing a SAM program at Airtel, the #1 telecom company in India (and #3 in the world). Airtel was facing commoditization and had tried to implement a SAM program on their own within one department, but it failed to gain traction. By using Forum's three stages of implementation (align/equip/sustain), Airtel was able to implement a SAM program. Attendees' key takeaways will include how to sustain a SAM program; cope when you hit a plateau in the implementation; sustain the SAM program; and implement the 2/6/2 rule (i.e., 20 percent of employees will see the value and embrace it, 20 percent won't comply or will lag behind the others, and 60 percent will embrace it only because they're following orders). Most managers spend their time on the top and bottom 20 percent when they really should be focusing on the middle 60 percent.

Author(s): Rafique Ahmed, Managing Director, Consulting Partner, FORUM India; Eric Gillenwater, Business Head US & Europe, Airtel

Publication Date: 5/23/2016

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'.


25. Taking an X-Ray of the Sales Conversation

What is happening behind the closed doors of your sales conversations? Client conversations are critical for successful sales, yet most salespeople and sales organizations don’t have any way of measuring what is happening in sales conversations. And without measurement, there is no way to understand how to improve them. This session will enable SAMs and SAM management to better understand the various types of sales conversations, the anatomy of effective sales conversations, and how to facilitate a constructive discussion around sales conversations. This session is not focused on any one type of sales conversation or one part of the sales cycle; rather, this session provides insights that are applicable to the vast majority of sales conversations used throughout the sales cycle.

Author(s): Tom Peurach, Corporate Storyteller, Articulus; Michael A. Romano, Vice President, Global Corporate Accounts , NALCO An Ecolab Company

Publication Date: 5/23/2016

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'.


26. Understanding the Ultimate SAM Profile – How the Right SAMs Translate into Greater Program Success

We all now realize there are people for positions and positions for people; the key is matching person and position to enable success. As the profession of a Strategic Account Manager (SAM) continues to evolve, there have been significant discoveries on what is the “right” type of person that constitutes an effective SAM. But understanding the profile is only half of the battle organizations face. Once you know the optimal profile for your organization’s SAM, how do you get there? …do you train, hire, or both? Ultimately, the answer to this question is a deeper discussion and the central theme for this session; in which we will attempt to best answer these questions (and more) for you with proven best practices, real life examples, a case study, and a real life SAM Competency Model that organizations are successfully utilizing today. Key learning points presented will include: preferred attributes, behaviors, skills and characteristics of successful SAMs; critical aspects of business acumen and personal composition; attributes that can be trained to / attributes to hire with; evolution to the recommended SAM profile; and, presentation of a SAM competency model.

Author(s): Dennis Chapman, Founder/CEO, The Chapman Group

Publication Date: 5/23/2016

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'.


27. A Core Competencies Approach to Strategic Advantage in SAM: A Deep-Dive Into Political Entrepreneurship

As strategic account management becomes a growth strategy for many B2B organizations, the difficulty of replicating core competencies is becoming the primary source of sustained strategic advantage for those who crack the code. The complexity of executing SAM ensures that such opportunities will exist for years to come. An example of a core competency that can be a source of strategic advantage is the effectiveness with which an organization's KAMs are able to operate as ""political entrepreneurs."" Political entrepreneurship requires applying advanced skills in managing potential conflicts and ambiguities, while also remaining focused on opportunities for greater value creation. It's a balancing act that all SAMs can aspire to. Key questions include what does it take to be effective in this type of role, and what skills do you need at the different stages of the customer relationship? In this session the presenters will identify KAM-related core competencies that present the greatest potential for strategic advantage, and deep dive into political entrepreneurship in particular. Key issues that will be addressed during this session include the following: (1) What KAM program-related core competencies provide the greatest potential for sustained strategic advantage, and why? (2) What is political entrepreneurship, and when and how does it come into play? (3) Why is political entrepreneurship still a relatively rare skill amongst KAMs, and how have organizations and individual KAMs successfully achieved this capability? Panelists will share specific examples and insights form their own experiences.

Author(s): Ron Davis, Executive Vice President, Global Customer Management, Zurich Insurance; Rodolfo Luzardo, Principal, B2B Commercial Transformation, ZS Associates; John Gardner, President Global Strategic Accounts, Emerson Process Management

Publication Date: 5/23/2016

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'.


29. Driving Growth: Key Leadership Skills to Build a Growth Mindset

Most strategic account manager talent development begins and ends with training – which should be viewed as the starting line, not the finish line. Evolving talent includes ongoing leadership focus, proper leading and lagging measurement, accountability, iterative improvements, reinforcement of concepts, and personalized coaching for passion. Managers are often promoted because they were great strategic account managers, but few are taught how to be great leaders and coaches. This energetic presentation will cover best practices for evolving talent progression from two leading experts in the field.

Author(s): Bradley Humbles, Global Account Consultant , Bunnell Idea Group, Inc.; Rena Neville, Senior Vice President, Sotheby's

Publication Date: 5/23/2016

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'.


3. Negotiating for Long Term Results

This session will address the supplier and customer perspective, and share how to use negotiations to create and maintain long-term relationships with strategic vendors and their sourcing counterparts. The panelists will raise issues facing both sides and share how they and their teams and companies approach negotiating, engaging and working with clients. They will then compare and contrast, from each side’s point of view, what works, what doesn’t and the advice they have for you.

Author(s): Joe Coffey, Vice President, U.S. Sales, Core Histology , Leica Biosystems; Martin P. Finkle, CEO, Scotwork; Ron Schnur, VP - Procurement & Contract Manufacturing, WhiteWave Foods; John Inwright, President, Quality Supply Chain Cooperative (Supply Chain Co-op for Wendy's)

Publication Date: 5/23/2016

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'.


30. Scouting SAM talent off the beaten track

It is always a challenge to find the right talent, and the natural choice is to breed it. Schindler refills and replenishes the talent pipeline for its strategic job families by looking at talent all over the world, and then placing potential future leaders on a six-year path through different positions around the world. By including its strategic account management program into this fast-track career initiative, Schindler can spot and nurture those who they think may become a successful SAM.

Author(s): Alfredo Morate, VP, Global Customer Excellence Program, Schindler

Publication Date: 5/23/2016

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'.


32. SAM as a Thought Leader in Customer Driven Innovation

In today’s competitive marketplace, the SAM has a great opportunity to excel as a thought leader in customer-driven innovation. By effectively selecting and leveraging the right social, mobile and collaboration tools to understand and influence the buyers’ journey, the SAM will drive greater strategic benefits and a much stronger relationship with their clients. In this practical, interactive session, participants will learn how to gain greater customer insights using tools like Tableau, Qlik, Insideview and Hoovers implement techniques for collaboration within the team, partners and client with tools such as Google +, LinkedIn Sales or Valkre’s RENDER leverage and demonstrate use of business intelligence to become a customer-driven innovation thought leader This practical session will also explore ways in which the SAM can become a role model to assist his/her clients in their use of the latest innovations and tools to enhance their company’s customer experience. Participants will learn best practices for selection and implementation of the latest data-gathering tools and analysis methods.

Author(s): Jennifer Vessels, CEO, NextStep; Sue Hed, Vice President Business Development, Vanguard Cleaning Systems of Chicago; Kristi Kierulf, VP for Strategic Government and Health Care Accounts , Evry

Publication Date: 5/23/2016

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'.


33. Creating, Capturing & Communicating Value: There's More than you Might Think!

Creating, capturing and communicating value sounds simple, but it requires a structured and standardized approach with complete organizational buy-in to be truly effective. Hear how a company analyzed the value-creation process, engaged stakeholders and developed a web-based tool to capture, manage and communicate the value process and its outcomes. The captured data, reports and dashboards painted a picture that enlightened the leadership, empowered sales and is altering the performance measurement process within the company.

Author(s): Teri Elliott, Strategic Account Manager , Nalco Champion; Sanvita Sample, Strategy Consultant, Slalom Consulting

Publication Date: 5/23/2016

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'.


34. Push Yourselves to Transform: Leveraging your own systems to drive change

As a company that is just beginning the journey to build SAM capabilities, there was a need to simplify the complex and allow colleagues to take smaller “bites.” While technology is evolving and could fit the need, time and money dictated the tradeoff choices. What if you had to leverage only the resources and technology you already have to drive a major transformation in your company? Would you say it can’t be done? This session will explore our experience of driving change from the inside, creating a better way for colleagues to access and learn about available resources, and transforming to enable strategic account management – all with our own systems. Perhaps you can too.

Author(s): Guy Bizzoco, Associate Director, Customer Centricity, Merck

Publication Date: 5/23/2016

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'.


35. Successfully Navigate the SAM Digital Tools Maze

75% of SAMs believe their organizations and processes do not produce repeatable results. 80% of SAMs believe they are not using digital tools to their full potential. Although you might recognize the need to give your SAMs digital tools, do you know what tools are available, how they should be used and how they can be integrated with your CRM or other technologies? In this fast-paced, no nonsense session, you will learn about the SAM technology landscape, how to avoid the many pitfalls associated with technology projects and how to ensure you select the best tools to empower your SAMs to enhance their relationships with your most important customers.

Author(s): Adrian Davis, President, Whetstone Inc.; Jeff Crampain, Director of Commercial Partnerships, WBM Office Systems

Publication Date: 5/23/2016

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'.


36. The Internet of Things is redefining the SAM’s path to co-creation and organic growth

The Internet of Things (“IoT”) is a new buzzword that refers to the fact that the physical world of machines and objects is more and more “instrumented” by sensors that create and exchange data through the cloud, i.e., machines are more and more intelligent. Not only that, but they can talk to each other (“machine-to-machine dialogue”), allowing the SAM to sell not only products but also the data platforms and the data analytics that come embedded with the products. Beyond the technological razzle-dazzle, SAMs have to develop new skills to describe and sell their company’s data capabilities. In this session, Francis Gouillart and Bernard Quancard will show how SAMs in companies such as Becton Dickinson, Xerox, SKF, DHL, Volvo Trucks and BASF have learned to utilize the power of data to differentiate their companies’ offerings and increase sales with their customers.

Author(s): Francis Gouillart, President and Co-Founder, ECC Partnership; Bernard Quancard, President and CEO, SAMA

Publication Date: 5/23/2016

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'.


Page 3 of 62