AKAM News
KAM of the Year Podcast
Mike Green leads this discussion about KAM’s Key Account Manager of the Year award for 2023. In conversation with Mike are Thierry Josselin (Winner 2021)
Daniel Svvennsen
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Webinar
KAM success demands internal alignment
KAM success is probably hampered more a lack of Internal alignment than anything else! Certainly, it’s not the customers who get in the way. In this webinar Denise Freier, ex CEO of SAMA in the US, and Bob Sacco shared their experience, from IBM among others, to chart best practice. It’s clear that key account…
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Papers and articles
Exercising your heart and mind for KAM
Janti Masani looks at the personal characteristics of successful key account managers in this Bulletin article. Yes, you need structure to cope with the dynamic situations and relationships in KAM, but there’s new emphasis on authenticity and collaboration. It’s no longer sufficient to have a strong tendency to one or the other – it’s got…
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Papers and articles
Alliance Management and KAM: mirror images
Supplier alliance management and key account management have converged over the last 20 years and are now closely connected. Mike Nevin’s case studies demonstrate the very substantial value that can come from working with the ecosystem – beyond traditional, two-party buyer-seller pairings. His 52 best practices in strategic alliances is a great checklist that applies…
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Podcasts
Key account teams – essential not optional
Paul Wilson tells Diana Woodburn that key account managers working on their own are salespeople, not really key account managers at all. Why? Because a supplier should be making a broad offer to a key/strategic account, Not of products or even services, but wide-ranging support for the customer in the pursuit of their business objectives.…
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Webinar
Navigating the Journey of a Complex and always Changing Account
In this webinar Dennis Chapman, a seasoned KAM practitioner based in the US, addresses the issues of complexity and constant change in Key Account Management. KAM implementation depends on wide and deep customer relationships and a real understanding of the customer journey in its dealings with your organisation. Value is delivered through the many touch…
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Diagnostics and tools
Key account selection and categorisation
This is a blow-by-blow set of instructions for building your key account matrix, firstly to select key accounts from your customer base and secondly to identify what kind of key accounts they are – because they are different, will behave differently and perform differently for your organisation. Developing a matrix view of them is a…
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Diagnostics and tools
Insights on tools and methods for selecting the right key customers
Professor Marco Sisti of SDA Bocconi University in Milan presented the matrix approach to key account selection at AKAM’s meeting in Paris. It’s important to consider carefully what criteria are applied to make up the axes of the matrix and whence the data to inform them is sourced, internally and externally. The matrix approach is…
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Webinar
3 drivers of KAM success
Simon Hazeldine explains his three keys to KAM success. You should be mindful that “You will be delegated to people you sound like. Be a business-person not a salesperson.” Which has to be based on having a customer business-focused strategic key account development plan, with core elements identified by Simon. Sound, practical guidance for key…
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Papers and articles
KAM-wrecking key customer picks
In this Bulletin article AKAM Chair Diana Woodburn lays bare all the ways that companies get this wrong – and why getting it right matters so much! Including poor performers in the key account portfolio can bring down the whole KAM initiative. But still there are suppliers with a feeble process for selection – or…
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