AKAM Technical Workshop: Technology in KAM

Tuesday, 3rd March, 13.00 to 17.30, Berlin
At Pfizer Head Office, Linkstraße 10, 10785 Berlin

Workshop lead: Dr Olivier Rivière, Powering/OR Consulting, Adjunct Faculty, ESSEC Executive Education
​

Technology vendors, unhelpfully, often maintain some confusion about what ‘key
account’ really means. For key accounts you need technologies that support a
one-to-few approach, not one-to-many, so you need approaches that deliver depth
and quality, rather than being designed primarily to handle larger numbers of
accounts.

This workshop will explore key technologies and practices that can help you acquire,
manage and develop top/key accounts. Dr Olivier Rivière will illustrate the principles
with real-life examples and offer guidelines and advice as take-aways. The
workshop has benefits to offer whether you are a Key Account Director with direct
influence on selecting technology for your KAM programme, or a Key Account
manager who needs to know how to get the most out of what is already there, or
wants to lobby for technical support that would really make a difference.

We all know that technology can be really powerful or a huge waste of time and
money, but which is which in KAM?

Olivier will lead you through:

• Taking advantage from the CRM and working around limitations
• Account Based Marketing: what does it cover exactly and how/where it can be relevant for KAM
• Insights and Intent Data
• KAM specific applications: Why? What to look for and short review of key players
• Practical advice for implementation

Register here to reserve your place for €140 (NB: this workshop starts at 13.00, after lunch, so lunch is not included).

NB: Existing members go straight to FREE meeting registration

Special offer: