E14 - How to align the overall company behind the Account Strategy, including the C-Level

Alignment around the needs, commitments and deliverables to the customer is an essential and yet poorly executed element of an efficient SAM organization. Poor alignment can ruin strategic relationships forever. This session offers a systematic, concrete and comprehensive roadmap to align the overall supplier company, particularly at the C-level, to the account strategy and execution.


Standardize your growth model:

  • Position your go-to-market strategy vis-a-vis your customer
  • Select relevant strategic growth initiatives
  • Standardize and cascade your growth model

Cascade your account plan across the account team:

  • Break down your ambition by country and/or company entity (i.e., BU)
  • Customize at a local level
  • Master processes and rules for reaching agreement with P&L owners

Motivate and convince key stakeholders, including the C-level, across the matrixed organization:

  • Define your internal contact plan, both at the customer and internally
  • Master the basics of an effective executive sponsorship program
  • Build an executive brief designed to engage stakeholders, up to and including at the C-level
  • Pitch your account story to key stakeholders

Faculty: Halifax Consulting