Velocity Magazine Article
Financial smarts for $ams: From painful to powerful
The authors note that “financial smarts means being able to have a business conversation, not prepare financial statements.” They present a model that makes it easier to understand and use financi...
Author(s):Mark Robilliard, co-founder & CEO Americas, Color Accounting International and Gary Peacock and Stephen Kozicki of Gordian Business
Publication Date: Sept. 13, 2017
Subject Tags: change, development, culture, model, transformation, training, competencies, structure, roles, talent, team, roadmap, playbook, champions, communication, workshop,
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Velocity Magazine Article
When challenging the customer backfires
The authors'' research on determining the best messaging approach to communicate a price increase is described and a practical messaging framework to use in renewal and price increase conversation...
Author(s):Nick Lee, professor of marketing at the Warwick Business School, and Tim Riesterer, chief strategy and research officer, Corporate Visions
Publication Date: Sept. 13, 2017
Subject Tags: data, CRM, metrics, analytics, software, metadata, performance, research, network, pipeline, behavior, coaching, mentorship, training
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Velocity Magazine Article
Quick Takes: Two simple concepts for thinking about the future
The author of the book 63 Innovation Nuggets describes two easily understandable innovation ideas.
Author(s):George E.L. Barbee, strategy+ business, June 6, 2017
Publication Date: Sept. 13, 2017
Subject Tags: timeline, case examples, launching, progression, building a SAM program
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Velocity Magazine Article
Velocity Issue 3 , 2017
This is the full issue of the winter 2017 issue of Velocity magazine.
Author(s):SAMA
Publication Date: Sept. 13, 2017
Subject Tags: collaboration, negotiation
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Velocity Magazine Article
Building an effective leadership structure to drive a successful customer-centric SAM program: A DHL success story
The article highlights the Excellence Award-winning strategic realignment of CSI’s leadership structure which led to better internal and external communication and a significantly improved, consist...
Author(s):Matthias Heutger, SVP strategy, marketing & innovation, DHL Customer Solutions & Innovation;
Ralf Nowak, senior expert performance management, DHL Customer Solutions & Innovation
Publication Date: Sept. 13, 2017
Subject Tags: collaboration, negotiation
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Velocity Magazine Article
Rebalance buyer/supplier negotiations
When suppliers follow a prescribed deal-readiness process that mimics buyers’ strategic sourcing process involving months of planning, analysis and coordination, they can increase win rates, add t...
Author(s):Brad Zechman, partner and co-founder, Chapel Row Partners
Publication Date: Sept. 13, 2017
Subject Tags: buyer behavior, meeting, buyer''s remorse
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Velocity Magazine Article
Quick Takes: Execution Is a People Problem, Not a Strategy Problem
While it’s difficult to come up with a smart strategy, it''s exponentially harder to get people to execute on that strategy. The main problem is not a lack of strategic thinking but a lack of strat...
Author(s):Peter Bregman - hbr.org Jan. 4, 2017
Publication Date: June 1, 2017
Subject Tags: collaboration, negotiation
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Velocity Magazine Article
Nalco Water’s Execution of a Successful Value Negotiation Plan
The author shares Nalco Water''s experience in co-creating, with Microsoft, digital platforms for water management, resulting in more than $7 million in reduced annual operating costs and business ...
Author(s):By James Mattson
Associate Vice President,
Corporate Accounts
Nalco Water, an Ecolab Company
Publication Date: June 1, 2017
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Velocity Magazine Article
Quick Takes: What So Many Strategists Get Wrong About Digital Disruption
The author cautions on four common misconceptions about how digital disruption will happen.
Author(s):Freek Vermeulen, hbr.org, Jan. 3, 2017
Publication Date: June 1, 2017
Subject Tags: collaboration, negotiation
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Velocity Magazine Article
Value Innovation within the Supply Chain: A Rousing Success Story
The authors share their Excellence Award-winning journey in creating an ecosystem that more than doubled overall revenue in three years and consolidated and extended a key customer relationship.
Author(s):By Pascal Kemps
, Global Sales Director Passenger Vehicles
, DHL Customer Solutions & Innovation
and
Ralf Nowak
Senior Expert, Performance Management
DHL Customer Solutions & Innovation
Publication Date: June 1, 2017
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Velocity Magazine Article
Building a Successful SAM Program from Scratch at Adobe
Excellence Award winner Adobe shares its journey in transitioning to a SAM program that has consistently posted record annual sales, account expansion and customer satisfaction scores.
Author(s):Robin Tobin, Head of Strategic Accounts Marketing, North America
Adobe
Publication Date: June 1, 2017
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Velocity Magazine Article
The Digitalization Drive Part 1 - The impact of digital technologies on SAM strategy and business models
This first article in a five-part series covers the impact of digital technologies on SAM strategy and business models.
Author(s):Kaj Storbacka
Professor, Markets and Strategy
Graduate School of
Management
University of Auckland
and
Elisabeth Cornell
Senior Knowledge Content
Developer
Strategic Account Management
Association
Publication Date: June 1, 2017
Subject Tags: collaboration, negotiation
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Velocity Magazine
Successful Implementation of Value Innovation within the Supply Chain
Author(s):Zine MoufakirGlobal Sales Talent Development, Corporate Marketing-Sales3MandKourosh MotalebiSenior Strategic Business Leader3M International Operations
Publication Date: June 1, 2017
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Velocity Magazine Article
Quick Takes: Unearthing the Hidden Treasure of Procurement
Recent research by Bain & Company makes a case for procurement to both buy better through streamlining suppliers and to spend better through focusing not just on cost.
Author(s):David Schannon, Sam Thakarar, Klaus Neuhaus and Raymond Tsang, Bain Brief, October 12, 2016
Publication Date: June 1, 2017
Subject Tags: collaboration, negotiation
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Velocity Magazine Article
Velocity Issue 2, 2017
This is a complete Velocity Issue that provides great value and insight
Author(s):SAMA
Publication Date: May 22, 2017
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Velocity Magazine Article
Editor''s Corner
A preview of the issue''s contents
Author(s):Gloria Naurocki, Associate Editor, SAMA
Publication Date: Jan. 31, 2017
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Velocity Magazine Article
Quick Takes: 10 Principles of Customer Strategy, Three Ways to Beat Industry Disrupters at their Own Game, How Acting Like a Politician Can Help You Win More Clients
Three lessons for successfully competing against disruptors
Author(s):In the Sept. 22 London Business School Review, Robb Morris, senior editor, talks with Professor Costas Markides, professor of strategy and entrepreneurship
Publication Date: Jan. 31, 2017
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Velocity Magazine Article
Velocity Issue 1, 2017
This is the full issue of the winter 2017 issue of Velocity magazine.
Author(s):SAMA
Publication Date: Jan. 31, 2017
Subject Tags: collaboration, negotiation
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Velocity Magazine Article
Quick Takes: Principles of Customer Strategy, Three Ways to Beat Industry Disrupters at their own game, How Acting Like a Politician Can Help You Win More Clients
How you can position your organization for an effective customer strategy
Author(s):Thomas Ripsam and Louis Bouquet, PwC’s strategy consulting group, in a Sept. 26 strategy+business article.
Publication Date: Jan. 31, 2017
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Velocity Magazine Article
Leading cultural change in SAM
The authors describe their Excellence Award-winning journey from being a product-focused company to a customer-focused organization, the obstacles encountered, the role of executive support in ove...
Author(s):Valerie Butt, Global Head of Customer, Distribution and Ron Davis, EVP - Global Customer Management, Zurich Commercial Insurance
Publication Date: Jan. 31, 2017
Subject Tags: collaboration, negotiation
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