Strategic account management (SAM) programs deliver measurable value, but that value is often invisible to the internal stakeholders whose buy-in determines whether a program survives budget cycles, leadership turnover, and competing priorities.

Drawing on firsthand experience building and scaling the Global Accounts function at Agilent Technologies, this session shares hard-won lessons on how to translate SAM outcomes into a narrative that resonates with finance, sales leadership, product teams, and the C-suite alike.

This session will share how to:

• Identify critical internal stakeholders.
• Choose the right metrics for the right audience.
• Build a communication cadence that keeps a strategic account program visible and supported.

Real examples — including what worked, what didn’t, and what the speaker would do differently — keep this session grounded in lessons learned rather than theory.