Join us for two half-days of product and software demos from companies such as Valkre, ARPEDIO, Polaris I/O, Upland Altify, Richardson, Whetstone, Corporate Visions, Clarity Cx1. We'll focus on modern software for SAMs, harnessing artificial intelligence (AI), and enhancing your CRM system to improve and refine the tools you already have..
Hear keynote presentations from Kimberlee Moon, Director of Marketplace & Account Management at Boehringer Ingelheim, Dr. Stelian-Adrian Mustata, Global Capability Owner - XF Customer Facing Teams (CFT) Relationship Management, Boehringer Ingelheim International GmbH, Frank Passanante, SVP & Global Head of Sales at Hilton, and Jim Dickie, Managing Partner, Sales Mastery.
Key Account Management Platform designed to improve results with your key customers. Valkre quickly brings disparate KAM processes, frameworks, teams, training decks, 1-pagers, tools, presentations, datasets...into a cohesive platform.
Valkre helps achieve these results by first enabling your KAM Process and Reviews including SAMAs world class 7-step process. This provides programs with the foundation to adopt, sustain and continuously improve KAM efforts. Your process can be imbedded in CRM and BI efforts while connecting the entire company to KAM as Team Sport.
ARPEDIO provides a comprehensive Account-Based Selling platform, fully integrated with Salesforce. It empowers strategic account managers and leadership with a 360° view of accounts, encompassing Org Charts, Relationship Mapping, Account & Opportunity Management, and White Space Analysis.
ARPEDIO enhances account visibility, aiding account teams in engaging key stakeholders and ensures a continuous account planning process development. By translating best practices into streamlined processes, this platform improves transparency and efficiency, boosting productivity, pipeline value, win rates, and forecast accuracy.
Our commercial insight applications enable companies to monitor and expand key account pipelines and penetration while improving account team productivity. We automate thousands of aggregated financial reports and global news feeds for finding and activating new sales opportunities tied to account expressed needs. We match capabilities, stakeholders and contextually relevant assets to each new initiative.
Upland Altify enables sales and the extended revenue team to grow and retain revenue in their key accounts by focusing on customers’ needs to deliver business value, develop the right relationships, uncover customer insight, identify new opportunities, and leverage the team's collective experience. Upland Altify is a Salesforce native application that helps sellers:
The Prosperous Account Strategy Tool from Richardson Sales Performance
Empowering your team to grow strategic accounts is one of the best ways to ensure ongoing revenue. Richardson's Prosperous Account Strategy tools help account managers execute a repeatable and practical methodology for winning more business in strategic accounts and elevating the level of relationship within those accounts.
The Prosperous Account Strategy Tool is a Salesforce native, highly visual, and collaborative application designed to support all phases of the account planning process. Using the
Prosperous Account Strategy methodology, users can create account plans directly in Salesforce and manage their execution effectively.
The Prosperous Account Strategy Tool captures critical information that helps account managers expand business and build relationships:
Teams that use the Prosperous Account Strategy tool improve performance by:
Our Online Strategic Account Manager (SAM) Fundamentals and Implementation Roadmap is a comprehensive training program designed to equip Strategic Account Managers with the essential knowledge and skills required for successful strategic account management.
Understanding Key Concepts: The program starts by ensuring a clear understanding of the foundational concepts of strategic account management. SAMs will grasp the importance of long-term customer relationships, value-driven strategies, and proactive problem-solving.
Step-by-Step Assignments: SAMs will embark on a guided journey through the 7-step best practice SAM process. Each step is broken down into practical assignments that follow a logical progression. This structure ensures that SAMs master each phase.
Developing Core Competencies: The program places a strong emphasis on honing the 5 SAM core competencies – Understanding Organizational Priorities, Strategic Account and Opportunity Planning, Joint Solution Development, Co-Creation & Reaching Agreement, Multifunctional Account Team Leadership, Overall Relationship and Outcome Management. SAMs will not only learn about these competencies but also have the opportunity to develop them in real-world scenarios.
Customer Engagement: Assignments are designed to be carried out while working with actual customers. This unique approach allows SAMs to apply newly acquired knowledge in a practical setting, ensuring that theoretical concepts are translated into effective customer interactions.
Assessment for Focused Coaching: As SAMs complete assignments, leaders gain insight into their true understanding of the 7-step SAM process and the 5 core competencies. This assessment facilitates targeted coaching, enabling leaders to identify specific areas for improvement and provide tailored guidance to each team member.
Superior Task Performance: Templates are thoughtfully provided for each assignment, ensuring that SAMs perform tasks at a superior level. These templates serve as guides, helping SAMs maintain consistency and high quality in their work.
Our Online SAM Fundamentals and Implementation Roadmap isn't just a training program; it's a dynamic learning experience that fosters skill development, customer engagement, and team growth. With a strong foundation in strategic account management principles, SAMs can confidently navigate complex challenges and consistently deliver value to their customers. This program is designed to empower SAMs to excel in their roles and contribute to the continued success of their customers and their employers.
Your buyers will tell you what it takes to win more opportunities, but traditional methods of collecting buyer feedback only provides you with partial data into a portion of your deals. With TruVoice, you can visualize your complete win-loss story, giving your entire organization clear guidance, real-time feedback, and actionable recommendations. TruVoice informs your go-to-market strategy and sales execution from start to finish.
Clarity Cx1 – The 1st Pre-built Solution to Automate SAM Best Practices for Multiple Verticals
CX1 is a SaaS (Software-as-a-Service) solution built on the Salesforce Lightning platform. It is tailored for multiple verticals including Life Sciences/Pharma, Manufacturing, High-tech and Financial Services. It offers pre-built functionality to automate strategic account planning and SAM best practices in each vertical saving companies time and money in providing effective SAM automation to their customer-facing account teams.
7:00 AM-7:30 AM – Keynote: Implementing KAM Methodologies and Technology to Enhance the End-User Experience at BI: Starting with Mindset
7:45 AM-8:15 AM – ARPEDIO
8:30 AM-9:00 AM – Upland Altify
9:15 AM-9:45 AM – Richardson
10:00 AM-10:30 AM – Whetstone
7:00 AM-7:30 AM – Keynote: Hilton – Technology Enablement of Strategic Account Management
7:45 AM-8:15 AM – Clarity Cx1
8:30 AM-9:00 AM – Valkre
9:15 AM-9:45 AM – Polaris I/O
10:00 AM-10:30 AM – Corporate Visions
10:45 AM-11:15 AM – Keynote: Creating an AI Sales Strategy