It’s easy to fall into the trap of thinking SAM programs can only be implemented effectively by the big companies, with big teams and big budgets. In small and mid-sized firms, where strategic account management is every bit as critical, the reality often feels about as smooth as trying to ride a bicycle while you’re building it. But for a lean organization focused on growth, the secret lies in the ability to take a structured, disciplined approach, pivot when needed and create a strong foundation to build on.

Drawing on the first two years of lessons learned at a 1,000-person multi-disciplinary engineering firm still working on building their bicycle, this session will explore the practical side of the SAM program journey in a mid-sized company. From team engagement to account selection and account planning to implementing a right-sized tech stack, you’ll hear about what worked well out of the gate and what had to go back to the drawing board. You’ll come away from the session with practical strategies for building and evolving your program that will help you keep the bicycle upright and moving forward — even when you’re still building it.