Strategic Account Management Association

OCTOBER 26, 2021

The executive sponsor should be familiar with the account and help expand the customer mapping, engagement and relationship. Beyond creating a COE and rethinking executive sponsorship, it is time to bring back Marketing in a co-orchestrator role as account-based marketing (ABM) to help accelerate the strategic account management journey.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

DemandFarm

NOVEMBER 22, 2024

Monitoring Progress against KPIs Growth Planning: Do they proactively work with economic decision makers to co-create value-driven growth plans? Cultural Fit: Do they understand the importance of stakeholder alignment, including champions and detractors, within each client organization?

Key Account Management 52

Key Account Management Account Management Management Stakeholders 52

KAM With Passion

JUNE 20, 2021

For Key Account Managers, although this representation is somewhat oversimplified, it is essentially about mastering the design and implementation of a relevant and impactful Key Account Plan and overcoming the challenges of implementation. KAM-relevant business competencies. KAM-relevant soft skills & competencies.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Cosawi

JANUARY 24, 2025

Think about your own company: how is your marketing integrated with your strategic account planning and work? This shift requires broadening Marketings role beyond the customer buying journey to include insight generation and case studies and to create value creation for mutual growth and ROI.

Co-Creation 40

Co-Creation Marketing Key Account Management Value Proposition 40

Cosawi

JANUARY 29, 2024

In our more traditional groups, marketing, and sales work in locked steps but it seems that the shift to strategic account management is often missing marketing when time comes to establish its roadmap. These sponsors not only provide buy-in but also actively participate in the ABM strategy.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 52

Cosawi

DECEMBER 28, 2021

Stay informed on the account through an established strategic account process. Contribute to, and have accountability for, the account plan. Challenge account strategy and tactics. Participate in internal leadership and customer account meetings – and not only when “the house is on fire”.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52