KAM Strategy: From decision to delivery
How does an organization move from “We should do KAM” to “We deliver measurable impact”? In this session, Terumo Interventional Systems pulls back the curtain on its end-to-end journey of adopting and operationalizing key account management.
The Adaptability Advantage: Future-proofing strategic accounts
Strategic account management has always been about balancing structure with flexibility. But in today’s environment, where customer priorities shift overnight, executives rotate regularly, and disruption is constant, process and planning are not enough. The ability to adapt is the new strategic differentiator.
Strategic Account Selection and Metrics That Drive Real Results at bioMérieux
This session will provide an overview of the annual governance program used at bioMérieux to guide strategic account management. The discussion will cover a practical sequence of steps, including the development of account plans and supporting tactical plans, target setting, and the ongoing discipline of account selection and deselection.
Centering the Client Organization in Global Account Management Practice
This session will explore the key enablers and barriers in global account management (GAM), highlighting four crucial doctoral research findings that organizations should consider when structuring, implementing, or evaluating GAM partnerships, in terms of The Four C’s Model.
The Human Advantage: Building Competitor-Proof Customer Relationships in an AI World
AI is changing Strategic Account Management by making information, analysis, and content available to everyone. But one competitive advantage remains uniquely human—trusted business relationships.
From Surviving to Thriving: How top growth firms have cracked the code on interacting with strategic accounts
McKinsey Partner Jennifer Stanley will share findings from their latest global survey on B2B buying and selling, which covered ~4000 decision makers across 13 countries and 34 sub-sectors.