Elevating Customer Engagement via Strategic Customer Advisory Boards
Our research, which surveyed nearly 3,500 decision-makers across 12 markets (and over 21,000 since 2016), revealed that customers consistently want “more” from omnichannel experiences.
The Pursuit of Strategic Account Excellence: Evolving your people, process, and program
A profile on Boehringer Ingelheim, the 2023 SAMA Excellence Award winner for Outstanding Mature Program of the Year, and their blueprint for SAM success.
The Power of Account-Based Marketing: A Thales case study
The authors explore into the success story of Thales, a complex global organization serving various business segments, as they harnessed the potential of ABM to enhance customer intimacy and relevance […]
The SAM Playbook: Defining, operationalizing, and institutionalizing SAM best practices into right actions
SAM teams need a clear roadmap to align internal and external efforts, and a SAM playbook provides that definitive guide by turning concepts into actionable strategies. Unlike spot training, the […]
From Executive Sponsorship to Executive Engagement: Having the right sponsor can accelerate impact in your SAM journey
Clarifying the executive sponsor role, behaviors (internally and externally), and expectations is critical to leverage the role as an accelerator and create executive accountability within the account team.
Customer Engagement Assessment
The Customer Engagement Assessment examines eight critical areas of B2B customer engagement and the impact of your existing strategy and management. You will receive engagement scores for each focus area, […]
SAM Program Assessment
SAMA’s Program Assessment will quantitatively rate the maturity and strength of your SAM program across 9 key “enablers” — from program metrics and KPIs to account selection/deselection. You will wind […]
Key Organizational Success Factors
The importance of having systems and processes in place that support and enable the SAM in the creation of long-term, mutual value with strategic customers cannot be overstated. Based on […]
Put Me In Coach: Strategic succession planning
Succession planning and SAM readiness is a focused process to develop future SAMs and to ensure readiness for new-to-role SAMs. We identified training gaps due to the number of strategic […]
Five Fundamental Truths: How B2B winners keep growing
Our latest B2B Pulse Survey reveals that across all sectors and regions, market leaders continue to experiment, invest, and commit to omnichannel sales as the path to sustainable growth.