Papers and articles

Unlocking the SAM journey

Dominique Côté underscores the importance of KSAM in responding to the disruptive, fast-changing landscape She identifies three essential elements for success: Creating a Center of Excellence (COE) Securing Executive Sponsorship Integrating Account-Based Marketing (ABM) She explains what they mean and why they matter so much. Each of them plays a vital role in enhancing KSAM…

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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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AKAM Workshops & Conferences

C-Level sponsorship and engagement in building strategic partnerships

AKAM Board member Dominykas Cibulskas used these slides to illustrate his presentation to the Marcus Evans Conference on Strategic Account Management, held in Amsterdam in November 2023. He’s clear that key accounts expect their suppliers’ CEOs to be involved in the relationship, but in lots of companies, the CEO stays away and insists KAM is…

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Executive Sponsorship

Unlocking the SAM journey

KAM success demands internal alignment

C-Level sponsorship and engagement in building strategic partnerships

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