Deep learning on demand


Coopetition with Customers

Hosted by: N/A | Thursday | July 16th | 3p.m. UTC
Coopetition – i.e., collaboration with another company while simultaneously competing with them – is increasingly pervasive with many business partners, including strategic customers. Unfortunately, many organizations fail to capitalize on opportunities and/or incur unnecessary risk because they don’t employ effective strategies for managing coopetition. According to our research, 30% of respondents say their companies are “very effective” at managing coopetition, 49% say they’re “somewhat effective,” and 10% say they are “not effective.” Another 10% report that their companies do not engage in coopetition.

How do sales professionals stack up? For a start, they are almost twice as likely as their buy-side counterparts to say their companies compete with business partners “a great deal.” Join Vantage Partners’ Jessica Wadd and Ben Siddall on July 16 to learn more about how sales professionals experience coopetition, strategies for managing it, and its impact on performance.

Webinar Series: Keys to Effective Strategic Account Planning

Hosted by: N/A | Wednesday | June 24th | 5p.m. UTC
SAMA is delighted to offer our members this webinar series focused on how top performers drive successful account growth through SAM and KAM best practices. In The Keys to Effective Strategic Account Planning (2nd Edition), Steve Andersen, Craig Jones and Todd Lenhart of Performance Methods, Inc. (PMI), leverage their experience with the SAMA community to provide participants with a contemporary view of what great account planning and management looks like.

The authors’ extensive experience working with organizations committed to strategic and key account management excellence forms the basis for this updated and expanded second edition, unpacking critical components of modern strategic and key account management. The flow of topics and examples engages readers in a journey rich with insights, practical takeaways and commentary from acknowledged thought leaders and practitioners from across SAMA’s global membership.

Register for the complete series, which will run monthly from June through October, and we will send you The Keys to Effective Strategic Account Planning (2nd Edition) e-book as a bonus! Can’t make all the sessions? We’ve got you covered: As with all of our webinars, the recordings will be sent right to your inbox and on-demand for your convenience.

Managing industrial industry customer relationships in uncertain times

Hosted by: N/A | Tuesday | June 16th | 3p.m. UTC
Uncertain times require new ways of thinking about, anticipating, and responding to customer needs. Each industry has specific challenges and key business drivers. Build and strengthen your relationship with your customers by learning an actionable, repeatable, industry-specific analysis and approach.

In this webinar we’ll look at the Industrial industry. Specifically, participants are provided insights into:
· Impact of COVID-19 on the industry
· The types of solution investments Industrial customers will be making during uncertain times and thereafter
· Identifying common Industrial customers’ goals, the business units that aligned with these goals, their initiatives, operational KPIs
· Assessing financial performance focusing on areas that are most important for Industrial customers
· Aligning your solutions with a customer’s goals, strategies, initiatives, and financial performance
· Quantifying the value of your solutions

Participant Takeaways
· A financial performance assessment for one of your customers, the FinListics Executive Summary Report. The report identifies key trends, top areas of opportunity, potential buyers, and cash flow benefits from improvement to business functions.
· Complimentary access to FinListics Financial Acumen eLearning – this course explores basic financial statements to help you use insights gained to think more like an executive and identify areas of opportunity.