We know that Strategic Account Management is a team sport, yet marketing is often missing at the Strategic Account table. Account Marketing or Account-Based Marketing plays a critical role in th... read more
One thing we have learned the past couple of years – if as a SAM you weren’t deeply ingrained with your customers in terms of knowledge and relationships, you went backward during the Covid era. If... read more
Inflation and pricing pressures from customers are two of the top five global challenges having a negative impact on SAMs today (as reported from SAMA’s 2022 annual conference in May). We expect th... read more
Coherent Inc. is a global provider of lasers and laser-based technology serving demanding commercial markets like automotive and semiconductor manufacturing. These markets are heavily skewed to pos... read more
In a world that is moving increasingly towards commoditization, how do you, as a SAM, stand out and how do you get your company to stand out in the sea of competitors? Join SAMA board member, Ron D... read more
The uncertainty we all face in the years to come requires us to reset and reinvent how we engage with each other. This is especially true for the relationship between the SAM and his or her key cus... read more
Description: Let’s be honest: Most account plans don’t actually drive the value we had hoped for them to drive. Most of the time, they are a time-consuming exercise on ""what we’ve done,"" with nev... read more
Given today’s hybrid, digitized and saturated market environment, the role of the strategic account manager is in urgent need of repositioning. To find out what that might look like, we invited 62 ... read more
Welcome to the era of logistics! The major megatrends of our time – globalization, digitization, e-commerce and sustainability – simultaneous provide challenges and opportunities. Today, consumer –... read more
Most SAMs readily acknowledge that selling internally is a greater challenge than selling to customers. In this webinar, we will explore the keys to successfully managing internal stakeholder relat... read more
Account-based marketing is finding its way into the account planning process. Thanks to this connection, account managers now have a powerful new partner to help them build more effective account p... read more
Price will be always part of the discussion, especially in today’s economy. However, there are sales, marketing, pricing and negotiation strategies and programs than can help drive the discussion t... read more
We are seeing a revolution in how customers and other stakeholders engage with firms – basically a re-shuffle of value chains. Simultaneously, the meaning of “value” is changing: we’re moving from ... read more
When it comes to successfully building a strategic relationship between two enterprise-level organizations, the need for alignment is inevitable. While the idea of embarking on a joint strategic pa... read more
With supply chain challenges all too common, SAMs are struggling to meet their obligations to their strategic customers. We hear from our members every day that most, if not all, of you are facing ... read more
In light of everything that’s changed since the start of the pandemic, it’s no wonder that customer journeys and even touch points have become different and continue to evolve. Managing both the cu... read more
We can all agree that customer centricity and customer focus are key to being differentiated and relevant and are the cornerstones of effective strategic account management. We understand that it i... read more
Strategic account managers (SAMs) need to leverage substantial resources and support from their organizations to succeed in growing their business with strategic accounts. This growth often depends... read more
There is a difference between being integrated into a customer’s world as an integrated cross-functional account team and being unified with a customer as one cohesive/cooperative team. Facts and e... read more
How are leading companies driving significant value co-creation through the implementation of account planning and management best practices across their organizations? This symposium will focus on... read more