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37. SAM Scorecards should be "Customer-Intelligent"

It's essential to know exactly where you stand when it comes to managing strategic account relationships. That's why keeping score is so important. In this session we'll cover five key components of the "customer intelligent scorecard" and see an example of data-drive scorecards developed by a data visualization specialist at EMC, a leading data storage company. This case provides an excellent example of how relevant customer intelligence can help SAMs drive growth and better serve their customer accounts.

Author(s): Krista Roseberry, Vice President Consulting Services, Walker; Jenny Beazley, Global Customer Advocacy Director, EMC

Publication Date: 5/23/2016

Resource Type: Presentation handout

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

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38. Elevating the value creation process with social media and the Internet of Things (IOT)

In this session we will discuss how the digital and networked economy will change the value-creation processes a KAM needs to master to sustain profitable growth. It explores, based on a set of manufacturing and IT industry examples, what challenges a KAM is faced with, and how KAM leaders and their corporate programs need to evolve to maintain or even accelerate a competitive advantage in a global account management approach. The group discussion will also dive into the future profile of a KAM, including the question: Is the next KAM from Gen Y?

Author(s): Volkhard Bregulla, VP, Global Accounts Manufacturing and IoT - EMEA , HP Enterprise; Hajo Rapp, Head of Strategic Accounts, Siemens AG

Publication Date: 5/23/2016

Resource Type: Presentation handout

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

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39. Is Technology Propelling You Forward...or Holding You Back?

Do you feel like your existing CRM fails to deliver on the promise of facilitating customer co-creation? Don’t worry: You’re not alone. Learn what Valkre’s CEO Jerry Alderman, one of the world’s foremost experts on technology-enabled strategic selling, says about the need for a holistic platform of training, technology and coaching for achieving TRUE customer co-creation. This session will be told through the lens of several real-life cases, including Philips, Sabre and others.

Author(s): Brian Kiep, COO, Valkre; Jerry Alderman, Founder and CEO, Valkre; Joseph Pinzon, Vice President of Enterprise Accounts, Konica Minolta Business Solutions

Publication Date: 5/23/2016

Resource Type: Presentation handout

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

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4. Business Outcome Planning with Integrated Balance Scorecard - An innovative approach and methodology to create transparent, intimate and more relevant partnerships

Strategic accounts and strategic suppliers both face two common challenges: sustaining/growing their market presence and exceeding revenue and profit goals. This session will address one of the most difficult tasks within the profession of strategic account management: creating a platform and process for more transparent and intimate collaboration between the customer and supplier. We will illustrate how to engage procurement and senior leadership from both organizations and provide a case study example directly from a strategic supplier on how they effectively engaged, measured and sustained a mutually beneficial, more transparent and intimate relationship with their customer.

Author(s): Dennis Chapman, Founder/CEO, The Chapman Group; Mike McCool, Vice President, Business Development , Freeman XP

Publication Date: 5/23/2016

Resource Type: Presentation handout

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

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40. Allscript's Prescription for Successful Account Planning

When it comes to strategic account planning, CRM tools often miss 90 percent of the picture that is required to effectively manage relationships across large enterprises. As part of a formal operational excellence initiative, Shad Williams, of global healthcare technology company Allscripts, needed to find a more robust, standardized process for account planning that would achieve the goal set out by management: having premier accounts generate at least 20 percent of the company’s revenue target. By leveraging industry-leading account planning technology integrated with Salesforce.com, they were able to roll out several solutions, including visual white-space reports, strategic roadmaps and even an annual event to gather more insight from key customers. Today, Allscripts has transformed the way they engage with their most strategic accounts at every level of the enterprise and have a proven cure for stagnant accounts.

Author(s): Shad Williams, Director and Area Vice President, Allscripts; Tim Braman, VP Corporate Strategy, Revegy

Publication Date: 5/23/2016

Resource Type: Presentation handout

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

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41. Recipe for Success: combining end-to-end supply chain with innovative information technology to achieve customer value

Merck’s supply chain transformation introduced an end-to-end integrated planning model to match customer demand with supply, inclusive of strategic suppliers. Use of innovative cloud-based technology, in combination with traditional enterprise resource planning tools, provides a next-generation capability to optimize demand/supply matching and replenishment of wholesaler, distributor and direct-selling channels. This architecture includes sophisticated demand-forecast models, as well as leading-edge concurrent planning and scenario-modelling capability. Most innovative is the connection between internal supply chain nodes and external suppliers, contract manufacturing organizations and strategic partners, truly creating an integrated, collaborative value chain focused on highest value to customers, coupled with lowest cost internally.

Author(s): Michele D'Alessandro, VP & CIO, Manufacturing IT , Merck & Co., Inc.; Jake Lustig, Executive Director Supply Chain, External Manufacturing IT and DtD Analytics, Merck & Co., Inc.; Brian Thornley, Associate Vice President, Global Supply Chain Operations, MSD

Publication Date: 5/23/2016

Resource Type: Presentation handout

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

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42. Leading and Coaching Your SAM’s Performance

Leading companies implementing and embedding SAM performance coaching are experiencing a step change in sales results, SAM skill development, mindset shift and sustained business impact. This hands-on session includes application of SAM performance coaching to real-life challenges and opportunities, integrates benchmarking with leading practices in other world-class organizations, leverages a proven toolkit to elevate SAM coaching conversations, and is designed to equip you, the leader of SAMs, to: · understand and benchmark against what the best SAM coaches do differently · sharpen your skills as a high-performing SAM coach · elevate your coaching conversations to develop SAM mindset and skill set · develop a pragmatic, transformational leadership mindset, skill set and tool set to envision, align, engage, mobilize and hold your SAM managers/leaders accountable to deliver results · learn and apply a proven framework to engage collaboratively in coaching conversations that elevate, accelerate and sustain performance throughout the SAM account management/value-selling process.

Author(s): James Robertson, President, The Summit Group; Josh Dey, Vice President, The Summit Group

Publication Date: 5/23/2016

Resource Type: Presentation handout

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

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43. Designing an Impactful and Sustainable SAM Program

Why do many SAM programs have such a short lifespan? Why aren’t the returns on this resource investment more recognized and supported by senior management? If you are considering a new approach to a few strategic customers, just launching a new regional or global SAM program, or seeking to drive your existing program to the next level of execution and growth, this session will provide you with effective high-level strategic customer engagement execution concepts, but also practical best practices and applicable tools for immediately use. Your current thinking and approach will be challenged and new insights will be discovered for serious program customization consideration. Topics covered include: · strategic customer selection: a local to global tool · deep customer understanding: discovery and insight · collaborations and prioritization: connecting mutual needs to capabilities · customer proposal and commitment: mutual opportunity planning · execution and sustainability: mutual value planning, customer business planning and metrics

Author(s): Michael Stevens, CEO, The Simplexity Group

Publication Date: 5/23/2016

Resource Type: Presentation handout

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

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44. Does your SAM Program need Transforming?

The marketplace is currently going through a dramatic change in how customers are evaluating and buying products and service solutions, and your SAM program may not have kept pace. Client expectations for a good strategic account manager are very different than they were just a few years ago. At the same time, companies expect more from their strategic account managers too – to proactively create demand, not just respond to requests. Konica Minolta found itself in this position, and under President of Direct Channel Mark Bradford’s leadership, they instigated a transformation of the field’s client-facing organization. The results have been staggering. Participants in this session will learn the answers to these questions: How do I know if my organization needs to be transformed? What are the essentials for implementing a successful transformation? What are the mistakes to avoid when implementing a transformation initiative? How do you set reasonable expectations for engaging in a transformation initiative?

Author(s): LaVon Koerner, President & Chief Revenue Officer , Revenue Storm; Mark Bradford, President, Direct Channel , Konica Minolta Business Solutions U.S.A., Inc.

Publication Date: 5/23/2016

Resource Type: Presentation handout

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

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47. Cultivating Boundary Spanning GAM Organization

The global account executive as a boundary spanner plays a critical role in coordinating with the global account customer to identify opportunities and threats in GAM practices and influencing the internal organization to propose solutions. Yet, given that only some GAM programs are successful in boundary spanning, the conditions that influence GAM boundary spanning success remains an open question. Drawing on the boundary-spanning literature and using a grounded-theory approach, this study derives several propositions that describe GAM boundary spanning across GAM the organizational unit and individual global account executive levels. The results of the study indicate that: (1) A GAM organization unit’s external boundary spanning is an information-exploration process, while its internal boundary spanning is a resource-exploitation process. (2) A global account executive needs two sets of different competencies to span across internal boundaries and external boundaries. (3) A complementarity of boundary-spanning capabilities between organizational unit and individual levels will result in a superior GAM performance, while the redundancy of the boundary-spanning capabilities across two levels may decrease the GAM performance variability. Our results advance the GAM literature by providing a new theoretical perspective. The framework provides practical guidance to assist GAM organizations to build boundary-spanning capabilities at organizational unit level, recruit appropriate executives to manage global account customers, and optimally use the existing strategic resources.

Author(s): Dr. Linda Hui Shi, PhD, Associate Professor , University of Victoria; Matt Hall, Retired, Nestle UK (Formerly)

Publication Date: 5/23/2016

Resource Type: Presentation handout

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

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5. CMV- Create and Maintain Value For Strategic Account Customers

The magic occurs when you can identify what you do that creates value to customer stakeholders by linking their profit goals to the Create and Maintain Value (CMV) model -- which is customized to their key performance indicators (KPIs). Advanced CMV models add value in risk management and asset preservation. All deliverables are linked to KPIs and are monetized. A successful CMV model understands two things: (1) Identification is a discovery process between the strategic account manager and local sales team and the stakeholders (not users) of your offering. (2) Through discovery you learn and then establish linkage to what we do (or something the competitor is not or did not do that you can do) and the customer achieving its profit goals. Executive summaries and scorecards are how we communicate the value. Remember: If you don’t monetize and communicate the value, it didn’t happen.

Author(s): Kenneth Reindl, Area Vice President, Corporate Accounts , Nalco an Ecolab Company

Publication Date: 5/23/2016

Resource Type: Presentation handout

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

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50. Remaining Innovative in a Disrupted Ecosystem

When radical changes sweep across an industry, how can suppliers continue to innovate to successfully drive growth? Using two recent case studies from the food and beverage industry, this session will demonstrate different approaches to driving innovation between suppliers and their strategic accounts. The session will touch on how a supplier can effectively bring needed solutions to its strategic accounts without increased engineering, design or other costs.

Author(s): Axel Leichum, Partner , Blue Canyon Partners, Inc.; Laura Putnam, Consultant, Blue Canyon Partners, Inc.

Publication Date: 5/23/2016

Resource Type: Presentation handout

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

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51. Strategic Account Management Handbook: fundamentals, implementation and learnings

The presentation will give a practical and real understanding of what has to be done to start, implement and improve a strategic account management program in a multinational company. Attendees can expect an interactive discussion of the presenter’s experiences during SKF’s 10-year journey, along with key mistakes to avoid.

Author(s): Corrado Cesti, Head of Heavy Industries , SKF

Publication Date: 5/23/2016

Resource Type: Presentation handout

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

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52. The Power of Nice®: Maximizing Your Most Crucial Negotiations

Today’s Strategic Account Managers are dealing with more sophisticated buyers externally and more complex organizations internally. To succeed in this challenging environment, SAMs must think, plan, and act differently in critical customer negotiations. Maximizing every SAM client meeting, interaction, or formal negotiation is vital to driving value for the customer and driving bottom line results internally. Successful SAM interactions require the ability to effectively negotiate while developing strong relationships throughout the sales process. SNI’s systematic approach, tailored specifically for SAMs, provides participants with tools and new habits so they can approach every interaction with more confidence and precision. This highly interactive program is based on the philosophy that the best way to get what you want in any negotiation is to help the other side get what they want. The program introduces SNI’s Systematic Approach: The Three Ps, and leverages discussions and interactive exercises to enable participants to practically apply every aspect of what they learn to their client situations. After the program participants will: • Maximize business conversations with C level and supply chain professionals • Engage in more value-based conversations throughout the sales process • Learn a strategic process vital for effective collaboration and preparation • Reduce excessive discounting and unneeded concessions • Enhance the scope and profitability of your customer relationships

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

Publication Date: 5/23/2016

Resource Type: Presentation handout

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

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54. Emotional Intelligence for SAM success

According to sales experts, lack of emotional intelligence (EI) skills is one of the biggest and overlooked reasons for missed revenue goals. In difficult client or team situations, stress may cause SAMs to adopt unproductive emotions and behaviors. They may miss key concerns, discount prematurely or focus on efficiency at the expense of long-term relationship development. These stress behaviors lead to suboptimal results. EI skills offer an untapped resource for SAMs facing a combination of complex challenges and key account management responsibility while leading cross-functional teams.

Author(s): Bo Golovan, Principal, Strategic Solutions Associates; Jessica Worny Janicki, Professional Certified Coach, JWJ Consulting, LLC; Bernard Souche, Director of Health Systems, Medtronic of Canada

Publication Date: 5/23/2016

Resource Type: Presentation handout

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

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55. The Agile SAM team- Adapting SCRUM methodology to capture new value co-creation opportunities

As product markets becomes increasingly competitive and commoditised, many large organisations are looking for opportunities to transition their business models from selling products into developing new ‘wrap-around’ service/solutions. For product-centric organisations this is a difficult transition to make due to established organisational structures, incentives and mindsets and for large product-centric companies in particular, adaptation moves very slowly. How can large organisations learn to quickly identify, assess and develop/test new business model opportunities for key strategic customers? We would like to share our experience in using modified “Agile” methodologies developed by the IT/software industry and applied to the management of strategic accounts in our organisation. By adapting a methodology called SCRUM, SAM’s are developing and leading new cross-functional, autonomous, high performing teams that will involve customers and co-create new value. We will describe the SCRUM methodology, roles and modified framework we are using, the learnings from our initial SCRUM team projects and the role of the customer as a critical SCRUM team member. To date we have completed our first SCRUM pilots and have now moved onto 3 new SCRUM projects. Due to the high engagement and fast turnaround features of the SCRUM methodology, we expect to have up to 6 completed projects to present/discuss by the May Conference. Interest within our organisation on this implementation is extremely high and due to its early successes, we are receiving multiple requests to scale to other internal project teams. Early customer interest is also quite strong and we are very encouraged by their willingness to participate.

Author(s): Jamie McLellan, Director Corporate Accounts, South West Region, Medtronic Australia: Ross Forbes, Director Corporate Accounts, Medtronic Australia

Publication Date: 5/23/2016

Resource Type: Presentation handout

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

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56. Strategic Account Management as a Catalyst for Innovation

Leveraging strategic account management to drive innovation can be rewarding both for the customer and the supplier, and can pave the way for a long-term partnership. It is through a deep understanding of the customer and its challenges that innovation paths can be identified. But such an approach also requires a mindset shift within the suppliers’ organization. The SAM plays a critical role by creating and sustaining an internal momentum focused on the customer – which often leads to breaking silos – and by orchestrating interactions with the customer at the right levels. In this session, Air Liquide will present how it fosters some of its innovation with strategic customers.

Author(s): Hugues Boulnois, Strategic Account Program Coordinator, Air Liquide; Anne-Sophie Lucier, Strategic Customer Director, Air Liquide S.A.

Publication Date: 5/23/2016

Resource Type: Presentation handout

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

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58. 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.

Author(s): Bo-Inge Stensson, President & Managing Partner (formerly Global Chief Purchasing Officer, SKF), Stensson & Associates AB

Publication Date: 5/23/2016

Resource Type: Presentation handout

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

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6. You say you want a Collaboration? Implementing Innovation-Focused Customer-Supplier Partnerships

More and more, forward-thinking organizations are looking for Strategic Account Managers to drive not just revenue from their most important accounts, but to also facilitate joint innovation and joint value creation with the rest of their organizations. However, to collaborate on technical road maps, jointly build new products or services, drive new efficiencies, or even move from “sell to” to “sell with” or “sell through” relationships requires also taking Strategic Account Management to the next level. In this session, Vantage Partners will talk about how the most successful and innovative companies have made this journey including: how to determine which customers to innovate with; key aspects of the customer innovation process including designing and running customer value discovery sessions, (re)launching account governance, and measuring and managing success; overcoming key barriers to customer-driven innovation; and, building the value case for the customer about why it’s important and what’s in it for them. Participants will leave the session with a road map and best practice ideas for how they can drive customer innovation in their own strategic accounts.

Author(s): David Chapnick, Principal, Vantage Partners; Mark Gordon, Partner, Vantage Partners

Publication Date: 5/23/2016

Resource Type: Presentation handout

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

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7. Good Intentions, Wrong Instincts? 5 New Research Findings That Will Radically Alter How You Sell

Turns out that sellers often have the right intentions, but the wrong instincts when it comes to delivering their sales messages. In this session, three-time author Tim Riesterer will share five of his latest counterintuitive findings – conducted in partnership with Stanford University Professor and persuasion expert, Dr. Zachary Tormala – that challenge the commonly-held belief about supposed sales “best practices.” Attendees will learn secrets behind the science of decision-making as well as how buyers frame value and make choices.

Author(s): Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions, Inc.

Publication Date: 5/23/2016

Resource Type: Presentation handout

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

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8. 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: 5/23/2016

Resource Type: Presentation handout

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

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9. Next-Generation Sales - Implementing Precision Guided Selling

Yesterday, sustainable competitive product advantage lived happily alongside annual strategic planning, static customer needs and all the legacy sales-enablement solutions designed for this same world. In today's market, your value shifts constantly, as does your competitors'. Ditto for the needs of your customer. Customers are far smarter about how they buy, and SAMs need specific, customized and actionable data that helps them compete -- and lead the decision -- at every stage of the new buy/sell cycle. In this session, Metaswitch shares best practices, with compelling financial results, in implementing a next-generation selling model, Precision-Guided Selling, that answers this challenge with a framework for guiding customers to make higher-value decisions. Attendees will also see a software technology that houses this knowledge base all in one place and delivers the right data in the right format at the right time.

Author(s): Carrie Welles, Partner, 5600blue; Bruce Hembree, EVP Global Sales, Metaswitch

Publication Date: 5/23/2016

Resource Type: Presentation handout

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

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Keynote Ecolab’s Corporate Accounts Model: Built to Win

Ecolab loves people – especially sales people – and has built its entire organization around its amazing sales and service team. This $14 billion global growth company has succeeded because its 25,000- strong sales force solves critical customer problems every day -- and continually expands relationships with the company’s biggest customers. Ecolab’s corporate accounts team is central to that growth strategy. They offer a compelling value proposition – the best outcome at the lowest cost, through technology, service, information and training, everywhere customers have operations. Ecolab’s 800+ corporate accounts leaders are focused on specific industry segments and become true experts in the businesses they serve. The whole company lines up behind them. Cross -functional teams and resources are dedicated to supporting their work. Senior leaders put the right accountabilities in place and ensure that success is celebrated and rewarded. It’s no wonder that Ecolab seeks – and gets – the best of the best for its corporate accounts roles.

Author(s): Doug Baker, Jr., Chairman of the Board & CEO, Ecolab

Publication Date: 5/23/2016

Resource Type: Video

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

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Keynote Ecolab’s Corporate Accounts Model: Built to Win

Ecolab loves people – especially sales people – and has built its entire organization around its amazing sales and service team. This $14 billion global growth company has succeeded because its 25,000- strong sales force solves critical customer problems every day -- and continually expands relationships with the company’s biggest customers. Ecolab’s corporate accounts team is central to that growth strategy. They offer a compelling value proposition – the best outcome at the lowest cost, through technology, service, information and training, everywhere customers have operations. Ecolab’s 800+ corporate accounts leaders are focused on specific industry segments and become true experts in the businesses they serve. The whole company lines up behind them. Cross -functional teams and resources are dedicated to supporting their work. Senior leaders put the right accountabilities in place and ensure that success is celebrated and rewarded. It’s no wonder that Ecolab seeks – and gets – the best of the best for its corporate accounts roles.

Author(s): Doug Baker, Jr., Chairman of the Board & CEO, Ecolab

Publication Date: 5/23/2016

Resource Type: Presentation handout

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

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Keynote Extracting Value!

Outotec is a leading Technology provider to Mining and Metals industry with decades' long history. CEO of Outotec, Pertti Korhonen presents the link between customer relationship management and the unique aspects of business challenges in mining and metals industry where close cooperation between Outotec and its customers is a must to find the best solution for customer's business.

Author(s): Pertti Korhonen, President and CEO, Outotec

Publication Date: 5/23/2016

Resource Type: Video

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

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