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Corporate KAM

Finastra: Building operations to create customer value

Finastra’s customers are mostly banks and other financial institutions, but the lessons apply to any organisation in a concentrated market. In this podcast Michael Sperger, Chief Operating Officer Americas Enterprise at Finastra, talks about the pivotal role of long-term enterprise relationships. Driven by an analytical understanding of how your own organisation and the customer create…

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AKAM Workshops & Conferences

Driving hyper growth – 1st AKAM Annual Conference

Conor O’Maley, Regional VP SMB at SalesForce in Ireland, presented the framework of processes, tools and behaviours used to manage their sales team. Their Account Management is based on combining a high focus on sales and a good customer experience to generate the customer’s loyalty. He focused on sales management and sales efficiency which, although they are…

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AKAM Workshops & Conferences

Interacting with global key accounts in large international markets – 2nd Annual AKAM Conference

Dr Nicolas Swetchine, Head of Key Account Management, LafargeHolcim & Research Fellow in ‘New Institutionalism’ offered lessons from KAM in large international projects which are also highly relevant to many suppliers. Some companies are so focused on short-term results that key account managers have difficulty in finding the time to keep continuous relationships with key accounts when there…

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Case Studies

Internal alignment

Mini cases | Your company has well-established lines of reporting and responsibility, why not? But KAM is essentially a boundary-crossing approach, which is actually aligned with the way the business environment has been developing for quite a while now. Has your organisation adjusted accordingly? Do internal functions understand their role? Use these three case studies…

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AKAM Workshops & Conferences

Get inside the buyer’s head – 2023 Conference

Nick Hyner, Head of EMEA at leading supply chain and procurement consultancy State of Flux takes you through what to look for in your buyer’s behaviour, what is going on behind the scenes, and how to build your strategy around your buyer’s needs. Seeing the world from your buyer’s perspective helps you understand what drives…

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AKAM Workshops & Conferences

Making senior management involvement in KAM work – 2023 Conference

Have you ever wished you could get your senior managers to do something with your key accounts? Paul Wilson, ex Pfizer Centre of Excellence and now a leading consultant in senior management in KAM, gives tools and strategies that will change the way you work with your Senior Management team. This is such an important…

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AKAM Workshops & Conferences

KAM – from value chain interface to ecosystem orchestrator | 2023 Conference

As a key account manager do you think about your customers purely in terms of your contacts with them? That’s no longer enough, particularly in this digitally connected age. Digitization has connected businesses to customers and suppliers and beyond. The network of stakeholders involved in any purchase has expanded into complex business ecosystems which key…

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AKAM Workshops & Conferences

The view from Purchasing | 2023 Annual Conference

Rebecca Barnes was a Purchasing Manager at Phoenix Healthcare Distribution, one of the largest pharmaceutical and medical supplies distributors in Europe. This conversation offers key insights into the world of Procurement: • The best key supplier relationships – what makes them so strong? • The supplier relationships that are less successful and why • How…

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Case Studies

Alignment (i)

Mini cases | Declaring a KAM initiative is one thing, but has your company followed through with what that means, internally as well as externally? What happens if the key account manager doesn’t have the authority the job requires? You’ll probably recognise these two case studies by Dr Beth Rogers, but what should you do?…

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AKAM Workshops & Conferences

Executive sponsors: what and why? | 2023 ANNUAL Conference

Discover how having a strong advocate at the executive level can propel your initiatives forward and open doors to new opportunities. Thiery Josselin’s session, recorded as part of AKAM’s 5th annual conference, unveils the significance of executive sponsorship and explores resource-securing techniques, cross-functional support, and building strong key account relationships. Don’t miss out on this…

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