Higher-order value is created when companies collaborate to develop relevant, differentiating solutions that impact what the customer – and customer’s customer – care most about. This “core” SAM program equips strategic account managers with leading practices; a proven, pragmatic “operating system”; and tools to co-create value with the customer – tools that differentiates how you engage, elevates relationships, and accelerates mutual, sustainable and profitable growth.
TOPICS COVERED:
Through sharing “next-level practices,” insights into “what the best do differently” and account-centric application of the co-creation framework, principles and tools, attendees will rapidly:
- Deepen customer and value-chain insights to understand business drivers, validate needs and uncover opportunities
- Align with key stakeholders (internal and customer) and prioritize “Big Fit” opportunities, where you and the customer can collaborate to create the greatest mutual value
- Co-develop relevant, differentiating solutions that leverage enterprise capabilities, beyond core products and services
- Quantify and communicate compelling value propositions, creating relevant, quantified value stories in the customer’s currency and a “board-ready” business case that quantifies the “ripple effect” through the ecosystem
- Develop a roadmap that accelerates execution and organization-wide change – to move the business forward faster towards a shared vision, goals and outcomes
In summary, this program is a high-impact, pragmatic immersion that enables a replicable, distinguishing approach to co-create and monetize value.
