Showcase your achievements alongside the most advanced and prestigious
strategic account management programs in the world.
Category 1: Systematic enablement of the SAM program: Learning & Development
Recognizing the imperative and challenges to attract, develop, and retain SAM talent, learning and development (training) plays an increasingly important role in building SAM capabilities to effectively collaborate, create value, and grow with their company's most important customers. Additionally, in our hybrid world, organizations need to innovate in how they develop SAM talent, enable cross-function account teamwork, equip leaders to sponsor and coach, and embed and sustain organization-wide change. The winning submission will demonstrate:
One role of the SAM is to leverage resources within his or her organization to co-create value with a strategic customer. At SAMA we’ve seen some extraordinary examples of this innovation through value co-creation, including (but not limited to) in their rapid response to the global pandemic — and we are looking for more.
The winning entry will demonstrate, through one or more examples, how SAMs think outside the box to solve complex problems by, e.g., engaging their company’s entire ecosystem (suppliers, competitors, start-ups), solving not only customer problems but customer’s customer’s problems, or through other novel, innovative mechanisms. Bonus points will be given for new, innovative ways to assemble diverse stakeholders to co-create solutions that address complex customer problems. A specific customer example is required!
SAMA is interested in knowing what good C-suite support for a SAM program and customer engagement looks like!
CEO engagement with customers can have a significant impact on their company’s revenue, profits, growth, shareholder value, and overall survival. In addition, we know that:
However, C-suite support is not easily earned by the SAM, internally and externally. This is why SAMA recommends using executive sponsors with strategic accounts up to and including the C-suite.
The winning example in this Excellence Award Category will demonstrate:
The winning entry will demonstrate, through examples, the specific foundational elements and enablers that are transforming their business and their relationships with strategic customers to produce new levels of growth and profitability. Please note: Past winners in this category are not eligible to apply.
Please note: Previous winners of this award must wait two years before submitting for “Outstanding young program of the year” again but are encouraged to submit in other award categories.
Mature SAM organizations face many challenges, including maintaining and evolving strong executive leadership and governance, becoming more agile through changing economic and digital disruptions, continuous learning to elevate SAM processes and tools, and accelerating the drive for innovative co-creation with strategic customers. The winning entry will demonstrate, through examples, the strength, resilience and productivity of their SAM organization.
Please note: Previous winners of this award must wait two years before submitting for “Outstanding mature program of the year” again but are encouraged to submit in other categories.
✯ Benchmark against the best of the best.
✯ Take stock of where your company is on its SAM journey.
✯ Convey to the rest of your organization the benefit of investing in strategic relationships. Demonstrate to your customers they’re getting world-class customer experience.
Listen to what 2022's Excellence Award winners have to say about the benefit of entering.