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Page 5 of 61

On-Demand Webinar: Three ways to Strengthen the "S" in SAM

Strategic thinking is a highly prized leadership attribute of SAM's - yet one that is rarely defined in a way that supports innovative thought and development. This webinar offers leaders a snapshot of the strategic thinking process and discusses three ways to strengthen strategic thinking. Topics covered: - What makes a Strategic Account Manager, "strategic?" - How can you strengthen your own strategic thinking? - Why do you need to further strengthen your strategic thinking capability for yourself, your strategic account managers and your strategy team?

Author(s): Julia Sloan, Sloan International Inc.,

Publication Date: 3/24/2016

Resource Type: Webinar

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

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Keynote: The Journey from Product to Customer

In a world where risk and complexity are growing faster than the global economy, and in an industry where for over 300 years everything has been centered around products, Zurich Insurance is transforming to put the customer at the center of everything it does. Thomas Hürlimann, CEO of Zurich Global Corporate will share how he personally leads this strategic transformation in the corporate business at Zurich. He will highlight the challenges, the mistakes and also the successes that he experiences every day.

Author(s): Thomas Hürlimann, Zurich Insurance Company Ltd.

Publication Date: 3/14/2016

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: Innovating with Strategic Accounts: from technology showrooms to dreaming sessions and co-innovation, the Xerox experience

Xerox has a long tradition of innovation. The company was first established thanks to the invention of xerographic technology which became a global success. Xerox understood from the start that innovating around technology was not sufficient; feedback showed that innovation also had to come from business models and customers. The early 70s saw the creation of Xerox PARC in the heart of the silicon valley, giving birth to many of the technologies we currently use in our daily office lives. As Xerox was engaging with larger corporations and becoming global, creating a strategic account organization became a necessity. Because of the nature of the strategic relationship established with these customers, it became obvious to involve them in the research and technology activities. But co-creating customer value by leveraging research and technology was not a straightforward journey. Patrick Mazeau will share what Xerox has learned over the past years and will discuss best practices: from showrooms to Customer Experience centres, to demonstrations to Dreaming Sessions, and product tests to co-innovation. This experience is based on +20 years of practice involving Xerox's four global research centres and customers all over the globe.

Author(s): Patrick Mazeau, Xerox Research Centre Europe, Xerox

Publication Date: 3/14/2016

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: Clickers vs Markers. What’s More Memorable, Credible, Persuasive and Impactful?

Enjoy this fast-paced and powerful presentation that will teach you how to be the engaging, differentiated, trusted advisor you’ve always wanted to be in front of your customers. Tim Riesterer, Chief Strategy and Marketing Officer of Corporate Visions, Inc. will show you how to increase your effectiveness in each of the following areas by picking up a marker and putting down the power point clicker: Recall – increase your customer’s ability to remember and retell your story; Engagement – be more thought provoking and interesting; Credibility – present yourself as a more trusted advisor who “owns” the story; Quality – communicate in a way that is more clear and compelling; Persuasion – cause listeners to do something different and tell others.

Author(s): Tim Riesterer, Corporate Visions, Inc.

Publication Date: 3/14/2016

Resource Type: Video

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

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3. Building collaborative value through your negotiations

Every SAM interaction comes down to a negotiation of some kind. In this session Huthwaite International draws on its new global research and decades of observational evidence to outline techniques for collaboration that will add value to your negotiations. Hear insights into achieving a collaborative climate, understand which face-to-face behaviors produce mutually beneficial outcomes and learn how best to handle power. Attendees will hear findings that may surprise them – but will help them in their next major negotiation.

Author(s): David Freedman, Huthwaite International

Publication Date: 3/14/2016

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. Stop Falling Down on SAM Execution

Many organizations are waking up to the value of having a SAM program, making account retention increasingly difficult. Customers will quickly detect organizations that promise strategic account management but are unable to sustain the discipline required. Moreover, as competition heats up, you must be in a position to objectively assess the health of your key account relationships and allocate scarce resources accordingly. In this session, we will review how one organization successfully implemented a dynamic customer scorecard that objectively monitors progressive customer responsiveness. They also integrate it with the action plans their account team must execute to continue to create value for selected key accounts.

Author(s): Adrian Davis, Whetstone Inc.; Lisa Taylor, Director, ITW Valeron Strength Films

Publication Date: 3/14/2016

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. 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, Bunnell Idea Group, Inc.; Maureen Hooft Graafland, Sotheby’s

Publication Date: 3/14/2016

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. 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 thru the lens of several real life cases including Philips, Sabre, and others.

Author(s): Brian Kiep, Valkre; Jerry Alderman, Valkre

Publication Date: 3/14/2016

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. Creating strategic transformation in business through collaboration with customers

The SAM collaborated with ABI logistics procurement to launch a project that delivers global strategic impact far beyond cost reductions. While the initial objective was to manage freight procurement better globally, the final product that was developed collaboratively also provides valuable data for SCM, logistics alignment and improved customer service. Unsuspected value has been untapped by the “wrong” area of the company. A similar shift in mind-set occurred at JF Hillenbrand, where it is now the SAM driving IT developments to deliver the necessary adjustments to systems. The result is a solution that far outperforms competition.

Author(s): Pierre Bonel, JF Hillebrand, JF Hillenbrand; Gert van den Bossche, Former AB-INBEV, Gert Van den Bossche Consulting

Publication Date: 3/14/2016

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. 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): Anne-Sophie Lucier, Air Liquide S.A.; Olivier Randet, Air Liquide S.A.

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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10. Strengthening the "S" in SAM

Strategic thinking is a highly prized and essential leadership attribute of SAMs — yet one that is rarely defined in a way that supports innovative thought and development. This session offers leaders a snapshot of what strategic thinking is and an opportunity to address their own strategic issue using an unconventional approach that fosters innovative thought. Topics covered include: what makes a strategic account manager “strategic”?; and, why do you need to further strengthen your strategic thinking capability for yourself, your strategic account managers and your strategy team?

Author(s): Julia Sloan, President, Sloan International, Inc.

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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11. 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, AXA Matrix; Michael P. Golden, North American Global and Risk Solutions; Martin Eckert, AXA MATRIX Risk Consultants

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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12. How do you avoid falling into the Commercial Coordinator trap?

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

Author(s): LaVon Koerner, Revenue Storm

Publication Date: 3/14/2016

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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13. Elevating the value creation process led by the KAM in the digital economy 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 through a global account management approach. The group discussions will also dive into the future profile of a KAM, including the question, “Is the next KAM from the Gen Y?”

Author(s): Hajo Rapp, Siemens; Volkhard Bregulla, HP Enterprise

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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14. 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, Chief Value Officer at SKF will share insights on the 10 year long 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, Partner at Hinterhuber & Partners, will summarize the results of a 5 year long 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: 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; insights on capabilities and personality traits of SAMs that excel in value quantification; and, finally, the ability to withstand B2B purchasing manager price pressure and realize higher price levels and higher contract closure rates.

Author(s): Andreas Hinterhuber, Hinterhuber & Partners; Todd Snelgrove, SKF

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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15. Evolving C-Suite Dynamics: What your sales teams need to do to gain customer trust and maintain relevancy in the digital age

To succeed with the C-suite and your customer driven innovation approach, as well as develop lasting long-term relationships, companies must understand the rapidly evolving dynamics of this decision-making group. Connectivity, increased digitization and much more demanding customers have all created new challenges for C-level executives in the way they make investment decisions and select vendors. A deeper understanding of these changes will enable your sales teams to create a better relationship with these executives and gain a competitive advantage.

Author(s): Jacques Sciammas, Selling to Executives; Reinhard W. Bockstette, Selling to Executives; Patrick Dancourt, Steelcase Inc

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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16. The Three Value Conversations

SiriusDecisions found that 71 percent of executive buyers believe the number one factor in hitting revenue targets is a rep’s ability to articulate value. This means salespeople must master three “moments of truth” within every sales cycle to defeat the status quo and win more profitable deals. Join Tim Riesterer to discover how to: create value with conversations that differentiate your solution; elevate value with conversations that build a persuasive business case with executive-level decision makers; and, capture value with conversations that protect margins and expand deal size amid tense negotiations.

Author(s): Tim Riesterer, Corporate Visions, Inc.

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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17. Successful collaboration with SAM in a global matrix organization – supporting European utility customers in their international expansion

Large international enterprises typically operate in some kind of matrix organization with different balances between regional/local and business unit/corporate responsibility. Strategic account management can provide the third dimension; developing a shared business strategy by connecting several business units with each other and with other regions. This session will discuss key success factors in areas like SAM corporate setup and support as well as account manager and account team development with best fit for each individual customer. Examples will include successful business development together with power utilities customers expanding globally. Alongside the case of the fruitful collaboration of ENGIE Group (formerly GDF Suez) with Siemens over many years, we will talk in more depth about success factors on the customer and supplier sides.

Author(s): Alexander Kotschi, Siemens AG; Jean- Francois Battoue, Engie Group; Michel Milerioux, Siemens AG

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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17. Successful collaboration with SAM in a global matrix organization – supporting European utility customers in their international expansion

Large international enterprises typically operate in some kind of matrix organization with different balances between regional/local and business unit/corporate responsibility. Strategic account management can provide the third dimension; developing a shared business strategy by connecting several business units with each other and with other regions. This session will discuss key success factors in areas like SAM corporate setup and support as well as account manager and account team development with best fit for each individual customer. Examples will include successful business development together with power utilities customers expanding globally. Alongside the case of the fruitful collaboration of ENGIE Group (formerly GDF Suez) with Siemens over many years, we will talk in more depth about success factors on the customer and supplier sides.

Author(s): Alexander Kotschi, Siemens AG; Jean- Francois Battoue, Engie Group; Michel Milerioux, Siemens AG

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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18. 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 strategic account management continues to evolve, there have been significant discoveries on what is the “right” type of person to be an effective SAM. But understanding the profile is only half of the battle. 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 that is the central theme for this session, which will feature proven best practices, real-life examples, a case study, and a real-life SAM competency model that organizations are successfully utilizing today.

Author(s): Dennis Chapman, The Chapman Group

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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19. How developing trust in teams can lead to enhanced collaboration and innovation

This session will provide a framework for what constitutes trust in a work environment, using business cases and recent research to illustrate the importance of high trust on teams.

Author(s): Abby Beckley, WorldWork; Geraldine Pace, WorldWork; Sonya Robazza, Robazza International Consulting; Marie Dancourt-Cavanagh, Openingways

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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20. 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 who, 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 – a “GPS system” – 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, The Summit Group; Dominique Côté, Zoetis

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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22. Transforming a professional service company into a customer driven organization

Digital transformation is more than a buzzword. It’s reality, it’s here now and it especially needs persuasive and knowledgeable leaders in both the C-suite and the SAM organization. To digitally transform a company’s business model, it’s also necessary to transform how professional services in e-business projects are delivered. Namics puts the customers of our clients at the center of all considerations regarding our own structure and processes. This has created a SAM profile, with the SAM no longer just a relationship manager but also a digital transformation consultant with in-depth knowledge of the client’s industry and challenges. In this session we will show how Namics approached the internal transition of the SAM organization and role in order to better serve our customers. Topics covered include: new customer-engagement model; involvement of the C-suite; new required SAM skill set; and, impact on the internal organization.

Author(s): Florian Heidecke, Namics AG; Veronika Sharonova, Namics AG

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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23. Using Negotiation to add value to the customer and across the whole supply chain (Richard Higham - Mercuri and Marsh Manager

This will be a practical session on how relationship based negotiating can add real value for all parties by looking at five key steps to finding and extracting the true value from a relationship. Participants will learn to work on moving the negotiation away from a transaction at “five minutes to midnight” to a process that is embedded in the relationship. Case studies to illustrate the results that can be achieved will be presented.

Author(s): Richard Higham, Mercuri

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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24. Attaining Customer Satisfaction in Complex Multi-Sourced Environments

Today, organizations face a more complex IT environment than ever with a hybrid of devices, services and vendors. Quickly and effectively overcoming business obstacles is key to success. Organizations must establish a holistic approach for managing and governing vendor, partner and service provider relationships in order to reach a state of innovation. Attendees will learn how to: • achieve the highest levels of service experience to exceed customer satisfaction • holistically and securely collaborate service delivery across multiple providers • enable end-to-end governance and transparency across an outsourced landscape

Author(s): Jim McDonnell, Cisco Systems, Inc.

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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Page 5 of 61