SAMA Research

The winter issue of Velocity focuses on SAMA’s ecosystem, emphasizing collaboration and innovation in strategic account management. It addresses key challenges like leadership strategies, smarter pricing for renewals, and AI ethics. Readers can gain insights to enhance practices, emphasizing the importance of building trust and relationships as we approach 2025.

SAMA just released its biannual 2021 report on SAM and KAM compensation trends and practices.

Activist investors are pressuring their Boards to cut costs by relocating their strategic and key account management functions in either business units or geographies — putting their most strategic customer relationships at risk.

By Kaj Storbacka and Elisabeth Cornell Digitalization is both a source of disruption and an enormous opportunity. We argue for the latter....