COURSE DESCRIPTIONS

E16 - Monetization of value

E16
Availability:

October 5-November 5, 2020 Virtual


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Competencies covered:

  • Financial/business acumen
  • Value analysis & opportunity insight
  • Value co-creation

Recommended Audience: SAM/KAM/GAM, SAM Program Leaders, SAM Managers

Level of proficiency: Intermediate / Advanced

Format: In-Person and Live Online

Certification eligibility: Yes

Presented by: The Summit Group

Strategic account managers are responsible for monetizing the investments their companies have made to build the products and services they offer – and to prevent them from being commoditized. A product or service will become commoditized if it does not have differentiated value that can be quantified and monetized, and so it is the SAM’s responsibility to convert this value into cash. This course equips strategic account managers with leading practices, frameworks and tools to quantify and monetize the value they bring to their customer and to differentiates how they engage with them.

 

TOPICS COVERED:

Through sharing "next-level” practices, insights into what the best do differently and account-centric application of the monetization framework, principles and tools, attendees will learn to:

  • Create a monetization strategy and apply principles to identify your value enablers, creating a model to quantify and monetize your differentiated value
  • Expand customer insights through a deeper understanding of market and business drivers of your customer, validating assumptions and uncovering opportunities to expand the value of your relationship
  • Understand different methods of monetization and how to decide which method is appropriate for your customers
  • Engage key stakeholders (internal and at the customer) to identify opportunities for incremental value – and then monetize it
  • Quantify and communicate compelling value propositions by creating relevant, quantified value stories in the customer's currency, plus a “board-ready” business case that quantifies the “ripple effect” through the ecosystem
  • Develop a plan that enables organization-wide change, both internally and at the customer, to realize the monetizable value of your strategic relationship

 


The Summit Group is a global sales performance improvement company. We build salespeople into authentic business professionals. Since 1993, we've helped international clients optimize their sales performance through consultancy and customized training solutions.

The Summit Group has accelerated leading companies' distinguishing go-to-market execution in more than sixty countries. We train sales organizations how to effectively develop unique business value for their customers, resulting in immediate revenue growth, increased customer loyalty and elevated consultative relationships.

Our unique, pragmatic approach ensures distinction and differentiation through the delivery of business simulation skill-based training. We focus on consultative-based relationships, uncovering and developing customer needs and requirements, and building value-based solutions that leverage the organization's value capabilities and directly align with customer needs.

http://www.summitvalue.com

Faculty: The Summit Group