avaya measured strategic...
TRANSCRIPT
Companies Presenting
Practitioners
Avaya
Ceva Animal Health
CHEP
Covidien
DHL
Diebold
Emerson Process Management
Hilton Worldwide
Honeywell
IBM
MSC/ScriptSave
Nalco
Novartis
Office Depot
Pfizer
Rite Aid
Roche
Schneider Electric
Siemens
SKF
Woodard & Curran
Xerox
Zurich
Academics/Consultants/Subject Experts
Blue Canyon Partners
The Chapman Group
ECC Partnership
Executive Conversation
Farland Group
IMPAX
The Insight Group
LawVision Group
Mercuri International
Performance Methods Inc.
RAIN Group
Revenue Storm
Richardson
The Summit Group
Think! Inc.
University of Auckland Business School
Value Innoruption Advisors
Vantage Partners
ZS Associates
S T R A T E G I C A C C O U N T M A N A G E M E N T A S S O C I A T I O N
Bringing Mutual Measured Strategic ValueTo bring growth and profi tability to your company,
you must fi rst bring them to your strategic customers.
SAMA 49th Annual Conference
May 20-23, 2013 | Westin Diplomat Hotel | Hollywood, FL
Also at the Annual Conference...SAMA University May 20-22, 2013
.
A Letter From the CEO
Keynote Speakers
Academic Forum
Team Program
Selecting Your Sessions
Session Agenda
Conference Program Schedule
SAMA Corporate Membership
Welcome to Florida
SAMA University
Registration Fees & Information
Sample List of Attendees
Session Index
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5
6
7
9
10
26
28
29
30
34
39
Back
SAMA Board of DirectorsMichael BlachVice President, Key Client ManagementMaersk Line
Volkhard BregullaVP Global Accounts Germany and Central Eastern EuropeHP GmbH
Dennis ChapmanPresident & CEOThe Chapman Group
Joe CoffeyChief Commercial OfficerGallus BioPharmaceuticals, LLC
Dominique CôtéSenior Director, Operational Business Strategy Europe, Africa, Middle East, Zoetis
Barbara DesmondAccount Management Platform Leader-AmericasCushman & Wakefield
Jim FordVice President of Strategic AccountsNalco
Stephanie FullerDirector of Global Business DevelopmentOffice Depot BSD
John GardnerSVP - Global Strategic AccountsEmerson Process Management
Rosemary HeneghanDirector, International Sales OrganizationIBM
Cameron HydeCorporate VP, SVP Global Accounts OperationsXerox
Chris JensenSVP & Global Industry Head, Engineering & Manufacturing/EnergyDHL Global Customer Solutions
Denise Lodrige-KoverVice President - Global Strategic Account ManagementHilton Worldwide
Jean-Philippe MachonExecutive Vice President, Distributors & Installers Market SectorNexans
Bernard QuancardPresident & CEOSAMA
Dr. Hajo RappSVP Account Management & Market DevelopmentSiemens
Michael StevensSenior PartnerPMI
Dr. Kaj StorbackaProfessor of MarketingUniversity of Auckland Business School
Phil StyrlundCEOThe Summit Group
John SummersVice President & GM, Life SciencesJohnson Controls, Inc.
Gary SummyDirector of Sales DevelopmentTrane Commercial Systems
Huw TippettGlobal Head of CommercializationNovartis
Allen TuthillSenior Vice President, Strategic Sales & Business DevelopmentAssurant Solutions
Carrie WellesVice President, Global Customer ManagementThink! Inc.
Geoff WilliamsVice President Global Enterprise CustomersSchneider Electric-SGBDChairman of the Board
Visit the SAMA website for full session descriptions, the latest updates and a downloadable brochure at https://events.strategicaccounts.org/events/2013/conference2
Becoming a Trusted Advisor
The ultimate aim of a Strategic Account Manager is to reach Trusted Advisor status. This status is frequently reached if you FIRST bring growth and profitability to your strategic customer. Best of all, trusted advisor status frequently coincides with the best-case no-bid situation.
This year’s theme – Bringing Mutual Measured Strategic Value – is directly tied to bringing growth and profitability to your customer and becoming a trusted advisor. To bring growth and profitability to your company, you must first bring them to your strategic customers. But the question of how to strategically impact your strategic customers’ metrics with your value solutions still remains.
• How does a jet engine manufacturer impact the mileage cost of its airline customers?
• How does an electrical equipment company impact the energy savings of its industrial customers?
• How does a major logistics company impact the on-time delivery and carbon footprint of its major customers?
• How does a financial services company impact the financial risk of its corporate customers? Or their insured corporate customers’ operations?
Each strategic customer views value through its own prism of strategy, organizational priorities, business objectives and metrics.
This conference will reveal best practices in the strategic account management process of mutual measured value creation, while also examining the alignment of your own company’s strategy, organizational capabilities and business performance for customer-specific solutions. This process creates trust, co-creation, innovation, loyalty, risk management solutions, sustainable growth and profitability.
This year, with SAMA University and the Annual Conference co-located, we are expanding your options to combine full-day workshops on SAM/GAM skills and Conference sessions to best meet your objectives.
As the training component of our CSAM certification, SAMA University sessions are the foundation upon which all of the data, resources, training and best practices that are available through SAMA are built.
I look forward to seeing you in Florida!
Warm regards,
Bernard L. Quancard
President and CEO, Strategic Account Management Association
Advancing strategic customer-supplier value, collaboration and learning.
3
If you would like information on sponsoring SAMA as a year-round corporate sponsor or at
the SAMA Annual Conference and/or the SAMA Pan-European Conference, please contact
Matt Fegley at 312-251-3131 Ext. 10.
Also, contact us for details on advertising in Velocity® magazine!
SAMA would like to thank our corporate sponsors:
Corporate Sponsorship
SAMA’s member companies
range from under $100M to over $100B in annual sales.
SAMA’s 80 corporate member companies
alone had combined turnover of more
than $2.28 TRILLION in 2011.
Wouldn’t it be good to be noticed by their strategic
sales forces?
Sponsorship at SAMA Conferences
is an excellent source of brand awareness for your company.
SAMA Corporate Members (as of November 26, 2012)
3M Company
ABB
Abbott Laboratories
Accor Hospitality
Adecco
ADP
Agility Logistics
Amgen Canada
Ashland, Inc.
Assurant
Autodesk
Avaya
BASF
Belden
Bentley Systems
Boehringer Ingelheim
Cargill
CH Robinson
Champion Technologies
CoreLogic
Covidien
Deloitte
Diebold
Domtar
DHL
Elanco (Eli Lilly)
Emerson Process Management
Endress + Hauser
Freeman
Gerresheimer AG
GSA
Hilton Worldwide
HP
Hyatt
IBM
Ingersoll Rand / Trane
InterContinental Hotels Group
Invensys
John Deere
Johnson & Johnson
Johnson Controls
Kone
Konecranes
Konica Minolta
Lutron
MaerskLine
MeadWestvaco
Medtronic
Microsoft
Mold-Masters
Motorola
Nalco
Nexans
Novartis
Novozymes
Pall Corporation
Pfi zer
Pfi zer Animal Health
Pitney Bowes
PolyOne
Procter & Gamble
QAD
Qualcomm
Roche Diagnostics
Rockwell Automation*
Safety-Kleen
Samsung
Schneider Electric - SGBD
Sherwin Williams
Siemens
SKF
Sonoco
Tyco International
United States Postal Service
US Offi ce of Personnel Management*
Vestas
Xerox
Yokogawa
Zurich Financial Services Group
Pending*
4
The IBM Global CEO Study has produced some far-reaching insights on how CEOs respond to the complexity of increasingly interconnected organizations – whether it’s about the unending war for talent or about engaging customers as individuals or about extensive partnering to amplify innovation. All of these key ideas have a great impact on strategic account management because SAM is at the very center of the interconnected organization (the customer-supplier strategic relationship). Dr. Berman will develop the impact of the CEO’s leadership agenda on its implications for executives and strategic account management.
Saul J. Berman is Partner & Vice President, Global Strategy & Transformation Consulting Service Area Leader within IBM Global Business Services (GBS). He leads a worldwide team of IBM consultants
focused on delivering business value through business, technology and operations strategy and transformation engagements.
He has also authored numerous books and publications including Not For Free: Revenue Strategies for a New World, published by Harvard Business Review Press, and the recent IBM studies: “Beyond Digital – Connecting media and entertainment to the future,” IBM Institute for Business Value 2012, and “The Power of Cloud – Driving business model innovation,” IBM Institute for Business Value, 2012.
Dr. Berman holds a Ph.D. in Management and Information Systems and an MBA in Production Systems and Operations Research from the Graduate School of Business at Columbia University in New York. He obtained a Bachelor of Science in Economics at The Wharton School, University of Pennsylvania, Philadelphia. Dr. Berman was named as one of the Top 25 Consultants of 2005 by Consulting Magazine.
William F. Meahl, DHL’s Chief Commercial Offi cer, presents a view on creating and maximizing value for global customers who often operate in challenging environments, both economically and physically, and have the need for complex solutions delivered in a simple way. Using DHL as an example, Mr. Meahl highlights how the capabilities, insight and experience, global reach and local expertise of several business units can be effectively employed and leveraged to create a powerful proposition and deliver the kind of tailored solutions that simplify customers’ lives and ultimately drive value, customer satisfaction and loyalty.
As Chief Commercial Offi cer for DHL, William Meahl is responsible for coordinating the cross-DHL commercial activities of the DHL divisions EXPRESS, GLOBAL FORWARDING /FREIGHT, SUPPLY CHAIN and GLOBAL MAIL. He is a member of the Executive Committee DHL and reports to Frank Appel, the Chief Executive Offi cer of Deutsche Post DHL, the world’s leading mail and logistics services group.
William has held different positions within the Group, most recently as Chief Operating Offi cer (COO) of DHL SUPPLY CHAIN (DSC), where he was instrumental in creating strong global operations and sales disciplines for the fi rst time at DSC, the largest provider of contract logistics in the world.
William holds an MBA in fi nance from Babson College in Massachusetts and a Bachelor’s degree in political science from Colgate University in New York. He is also a member of the Council of Supply Chain Management Professionals.
Tuesday, May 21, 2013
More Than the Sum of Your Parts – Creating Customer Value in a Global Multi-Business Unit Enterprise
William F. MeahlChief Commercial Officer
DHL
Wednesday, May 22, 2013
Leading Through Connections: Implications From the IBM Global CEO Study
Saul J. BermanPartner & Vice President, Global Strategy & Transformation Consulting Service Area Leader
IBM Global Business Services
Keynote Speakers
Visit the SAMA website for full session descriptions, the latest updates and a downloadable brochure at https://events.strategicaccounts.org/events/2013/conference 5
Sponsored by Schneider Electric
An Academic Forum for Strategic Account Management Practitioners
Recommended for All Attendees
Monday, May 20, 2013 | 3:00-5:00pm
The Impact of Digitization on Strategic Customer-Supplier Relationships
Academic presentations will address:
• The impact of digitization technologies on integrated customer solutions
• The impact of digitization technologies on services in the B2B world
• The social network phenomenon: how it will change the job of the strategic and global account managers
Co-Hosts: Marc Coroler, Senior VP Solutions & Strategic Customers, Schneider Electric Dr. Kaj Storbacka, Professor of Marketing, University of Auckland Business School
The impact of digital technology on business enterprises is increasing in pace and magnitude like never before. Hugely impacted are B2B relationships and interactions, which makes the selection of this topic for the 2013 Academic Forum both timely and extremely relevant.
The SAMA Academic Forum is intended to spark animated dialogue over shared interests between current academic research in strategic and global account management and the connections to the practical challenges and objectives of our SAM community, resulting in more thought-provoking insights and next-level ideas to put into practice.
During the Forum practitioners are invited to offer feedback to the academic presentations and further to propose topics for future research. We encourage your participation in whatever role or capacity you support your company’s strategic/global accounts endeavors.
Following the Forum, please join us at 6:30pm for the SAMA Annual Conference Welcome Reception & Dinner Buffet!
Visit the SAMA website for full session descriptions, the latest updates and a downloadable brochure at https://events.strategicaccounts.org/events/2013/conference6
Newer SAMs/KAMs/GAMs:
• SAMA is offering SAMA University sessions concurrently with the Annual Conference programming for the first time ever in 2013.
• There are numerous skill-building and best-practice sessions for foundational strategic account managers - see the “F” logo, , which accompanies the essentials of strategic account management.
Experienced SAMs/KAMs/GAMs:
• In addition to SAMA University sessions, items marked with an “A” logo, , indicate sessions intended for senior-level SAMs with several years of experience managing strategic customer relationships.
Managers of SAMs:
• Successful coaches will want to be familiar with the best practices being shared with their account managers - all “F” and “A” sessions, , are appropriate for Managers of SAMs, as are the program design and executive strategy sessions.
Program Leaders/Heads of SAM Programs:
• Sessions covering account selection, alignment, program design and other vital information will be impactful for your leadership.
• Benchmarking with the leaders of other top companies is invaluable.
Executive Strategy:
• C-level attendees are encouraged to benchmark with each other.
• Information on executive sponsorship - the role and responsibility of the executive sponsor can mean the difference between a world-class program and a program that struggles.
Learning and Development/HR/Sales Excellence:
• See what information your SAMs and GAMs are receiving.
• Audit the sessions led by SAMA’s solution providers to help you decide if a consulting
firm should be hired for internal training or consulting.
• The fact that each corporate member is entitled to one free seat for an L&D/Training/HR/Sales Excellence executive means that your peers will be here - the benchmarking will be rich.
Benefits of SAMA’s Team Program (10 or more attendees from
your company) include:
• Discounted pricing
• Free meeting space on site (first come, first served)
• Help in securing speakers for your on-site meeting from the SAMA community
• Reserved table at meals (if desired – many of our attendees come to SAMA Conferences specifically to network with people outside their own teams)
“Our Global Sales Organization used the SAMA
Conference to bring our non-U.S. SAMs and GAMs from
7 countries to gain significant insight, knowledge and
cultural diversity. By every measure, the SAMA conference
was a resounding success.”
,A
A
,F
Use the Annual Conference as an opportunity
to co-locate your in-person SAM meeting for the year.
Leverage the SAMA Annual Conference
for All of Your Team Members
Bring Your Entire Team
Visit the SAMA website for full session descriptions, the latest updates and a downloadable brochure at https://events.strategicaccounts.org/events/2013/conference 7
SAMA is the world’s leading organization
focusing on Strategic Account Management
Knowledge Exchange. See what our attendees
say they find valuable about SAMA Events:
“Discussion was stimulating, I enjoyed the discussion format. Instructor was very knowledgeable on a wide variety of subjects.”
“Plenty of opportunities to network!”
“The Keynote presentations and breakout sessions were very relevant and well presented.”
“Good speaker, covered a lot of ground, excellent slides and materials!”
“[My SAMA University class] made me really think thoroughly through each individual opportunity and customer to align my focus accordingly.”
“I have so much information to take back to my workplace …”
“Exactly what I was looking for. Real-world approaches!“
“All this info is really usable!”
“This Conference was a good opportunity to step back from day-to-day management and plan ways to proactively implement ideas and solutions.”
Visit the SAMA website for full session descriptions, the latest updates and a downloadable brochure at https://events.strategicaccounts.org/events/2013/conference8
Selecting Your Sessions
Each session at the conference is designed
with a specific audience in mind, according
to various factors and learning objectives,
and is grouped within the following Attendee
Focus Areas. Depending upon your role
and current priorities, you may select your
sessions from within one focus area OR
choose sessions across multiple focus
areas. Note that individual sessions within
a track may be geared for beginning or
advanced SAMs, or new or mature SAM
organizations, as prescribed in the session
listing. Classes are not restricted. Should
you need help selecting your sessions, email
Attendee Focus Areas / Tracks
Executive Strategy & Decision-Making
Executive-Level sessions are recommended for:
• Executives governing overall SAM strategy and/or operational decision-making • Senior-level SAMs in key decision-making roles or on an executive career path Sessions focus on the top future-facing issues and concerns of senior decision-makers and are conducted in interactive formats.
SAM Program Design, Structure & Management
CORE ENABLERSThese New and Developing Program sessions are recommended for: • Senior managers and executives engaged in planning, launching or managing a
strategic accounts program/initiative • SAMs seeking an understanding of the overall context and shift to a customer-
centric culture Sessions examine vital capabilities and enablers for developing and sustaining a strategic accounts organization.
NEXT-LEVEL PRACTICESThese Mature Program sessions are recommended for:• Senior managers and executives seeking to continually improve and innovate
their strategic/global accounts program• Senior leaders wanting to benchmark SAM/GAM best practicesSessions present next-level practices and examine key areas required for SAM excellence, led by seasoned executives.
Essentials of Strategic Account Management
Foundational SAM sessions are recommended for:
• New and developing strategic account managers (SAMs) • Managers and executives who are new to SAM • Professionals who develop and coach SAMs Sessions cover fundamentals of the SAM position, including the role, responsibilities, activities and behaviors essential to managing a strategic customer for optimal growth and profitability.
Intermediate/Advanced SAM sessions are recommended for:
• Senior-level SAMs with several years’ experience managing strategic customers • Managers and executives seeking to raise the level of SAM competency and
performance Sessions address the strategy and discipline of advanced SAM practices and facilitate the peer exchange of experience and insights in managing highly complex customers.
E
A
F
P
P
Visit the SAMA website for full session descriptions, the latest updates and a downloadable brochure at https://events.strategicaccounts.org/events/2013/conference 9
Session Agenda
MONDAY | MAY 20, 2013
1:30-2:30pm
An Overview of SAMA’s Certification Program for CSAMs (Certified Strategic Account Managers)
Recommended for Anyone Interested in SAM Certifi cation
Presenters: Bernard Quancard, President & CEO, SAMA
Elisabeth Cornell, Chief Knowledge Officer, SAMA
Matt Fegley, Chief Business Development Officer, SAMA
Brett Middendorf, Corporate Services Manager, Assessments & Certification, SAMA
Cam Hyde, Corporate VP, SVP Global Accounts Operations, Xerox
Maria Edelson, President, Sales & Capability Development
3:00-5:00pm
An Academic Forum for Strategic Account Management Practitioners
The Impact of Digitization on Strategic Customer-Supplier Relationships
Recommended for All Attendees
Co-Hosts: Marc Coroler, Senior VP Solutions & Strategic Customers, Schneider Electric
Dr. Kaj Storbacka, Professor of Marketing, University of Auckland Business School
Sponsored by Schneider Electric
(For full session descriptions and in case of speaker changes and
session cancellations, check the SAMA website for updated information)
Monday, May 20, 2013
8:30am-5:00pm SAMA University
12:00-9:00pm Registration/Marketplace & Member Services
1:30-2:30pm Overview of SAMA Certification Program for CSAM (Certified Strategic Account Manager)
3:00-5:00pm Academic Forum for Strategic Account Management Practitioners
6:30-9:00pm Welcome Reception & Dinner Buffet
Tuesday, May 21, 2013
6:30am-6:30pm Registration/Marketplace & Member Services
7:30-8:30am Breakfast
8:30-9:30am General Session: Welcome/Opening Remarks & Keynote
8:30am-5:00pm SAMA University
9:30-10:00am Networking Break
10:00-11:30am TrackMeets
11:30am-12:00pm Networking Break
12:00-1:00pm Concurrent Sessions
1:00-2:30pm Lunch & Networking
2:30-3:30pm Concurrent Sessions
3:30-4:30pm Refreshments & Networking Presentation: “Making & Taking with You the Best of Your Conference Experience”
4:30-5:30pm Free Time
5:30-7:00pm Cocktail ReceptionDinner On Your Own / Dinner Match-Up
Wednesday, May 22, 2013
7:00am-7:00pm Registration/Marketplace & Member Services
7:30-8:30am Breakfast
8:30-9:30am General Session: Introduction & Keynote
8:30am-5:00pm SAMA University
9:30-10:00am Networking Break
10:00-11:30am TrackMeets
11:30am-12:00pm Networking Break
12:00-1:00pm Concurrent Sessions
1:00-2:30pm Lunch & Networking
2:30-3:30pm Concurrent Sessions
3:30-4:30pm Refreshments & Networking Event
4:30-6:30pm Free Time
6:30-7:00pm Cocktail Reception
7:00pm-9:30pm Dinner Buffet, SAM Program of the Year Award Presentation and Entertainment
Thursday, May 23, 2013
7:00am-12:00pm Registration/Marketplace & Member Services
7:30-9:00am Networking Breakfast
9:00-10:00am Concurrent Sessions
10:00-10:30am Networking Break
10:30-11:30am Concurrent Sessions
11:30am Conference Adjourns
g
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TUESDAY | MAY 21, 2013
8:30-9:30am Tuesday | May 21
GENERAL SESSION – All Attendees
Welcome and Opening Remarks Bernard Quancard, President & CEO, SAMA
Keynote:
More Than the Sum of Your Parts – Creating Customer Value in a Global Multi-Business Unit Enterprise William F. Meahl, Chief Commercial Officer, DHL
10:00-11:30am Tuesday | May 21
1 TrackMeet: Who Owns the Customer – Capitalizing on the New World Order of Big DataRecommended for C-Level and Senior Management Executives EE
Moderator: Jane Hiscock, President, Farland Group
Panelists: Matt Preschern, Vice President, GBS North America Marketing, IBM; Ian Levine, Chief Sales Officer, Iron Mountain; James King, Senior Vice President – Business Operations & Technology, Broadcast Music, Inc.
Functional leaders across the C-Suite – in marketing, sales and technology – are vying for ownership of customer data, customer relationships, content and connections. This panel session will bring together a CIO, CMO and CSO to discuss the best practices and practical steps that organizations need to take to ensure that they are gaining the most from their B2B clients.
9 TrackMeet: Capitalizing on a Corporate Strategy for Mutual Growth With Strategic Clients – The Hilton Business Case
Recommended for SAM Program Leaders and Executives in Mature SAM/GAM Organizations PP
Presenters: Denise Lodrige-Kover, VP, Global Strategic Account Management, Hilton Worldwide
Steve Andersen, President and Founder, Performance Methods, Inc.
In 2004, recognizing the success of a more strategic, higher-level relationship that was focused on mutual outcomes led to the development of the Hilton Worldwide SAM Program, which, has matured into a world-class organization.
17 TrackMeet: Why Strategic Accounts? Establishing and Communicating the Business CaseRecommended for SAM Program Leaders and Executives in New/Developing SAM Organizations PP
Moderator: Gary Summy, Business Development Leader, Xerox
Panelists: Cam Hyde, Corporate VP, SVP Global Accounts Operations, Xerox; Dominique Côté, Senior Director, Operational Business Strategy Europe, Africa, Middle East, Zoetis; Steve Jones, Director, Global Accounts, Ingersoll Rand Company
What is the best route to go about establishing the business case for SAM and then, assuming you get the green light, what is your strategy to communicate it to, and get buy-in from, the internal key stakeholders whose cooperation and collaboration are essential for success?
18 TrackMeet: The “Real” Value of Executive Involvement in Strategic AccountsRecommended for SAM Program Leaders and Executives in New/Developing SAM Organizations PP
Presenter: LaVon Koerner, President & Chief Revenue Officer, Revenue Storm
Because of their very nature, strategic accounts have been identifi ed because they are strategic to us SO we can become strategic to them. That being the given ultimate goal of every strategic accounts program, we cannot pretend to be “strategic” without executive involvement. This session will focus on some surprising “realities” that can either be seen as disturbing or as a saving grace.
Email [email protected] for assistance in selecting your sessions. 11
New Speaker!
29 TrackMeet: Winning Bids and Building Relationships Recommended for Intermediate/Advanced Strategic/Global Account Managers AA
Presenter: Wayne S. Evans, Head of Procurement Americas, Deutsche Post DHL
Corporations are focused on driving compliance, which requires an increased level of transparency in awarding business. This session will showcase methods to increase the win ratio and enhance the client relationship.
30 TrackMeet: Reducing Value Leakage in the Negotiation ProcessRecommended for Intermediate/Advanced Strategic/Global Account Managers AA
Presenters: Jeff Weiss, Founder, Vantage Partners
Ben Siddall, Senior Consultant, Vantage Partners
Join this discussion on how both to spot areas of value leakage and to ensure that the right negotiation process, tools, skills, and incentives are put in place to enable optimal value creation with customers.
TOPRATED 40 TrackMeet: Walking in the Shoes of a SAMRecommended for New and Developing Strategic Account Managers FF
Moderator: Dennis Raffa, Global Account Manager, CHEP
Panelists: Mike McCool, Vice President – Strategic Accounts, Freeman; Rodney Dickerson, Regional Vice President – Strategic Accounts, Covidien- Health Systems; Robin Braun, Strategic Account Leader, Emerson Process Management
This popular session returns with new SAM panelists. What is it like to walk in the shoes of an experienced strategic account manager? Join this exchange of personal and professional insights and experiences, and come with your own questions about what it’s like to be a SAM in these challenging times.
41 TrackMeet: Conducting Compelling and Powerful Research Interviews to Gain Strategic Customer Knowledge
Recommended for New and Developing Strategic Account Managers FF
Presenters: Dan Kosch, Co-President, IMPAX Corporation
Mark Shonka, Co-President, IMPAX Corporation
This interactive and application-oriented session will focus on gaining the “right” customer knowledge by conducting compelling and powerful interviews. These interviews will help you gain critical information that can assist you in winning more often while differentiating yourself, your company and your solutions from your competitors.
12:00-1:00pm Tuesday | May 21
TOPRATED 2 Enterprise Capabilities for an Integrated Solutions BusinessRecommended for C-Level and Senior Management Executives EE
Presenter: Dr. Kaj Storbacka, Professor of Marketing, University of Auckland Business School
This session explores the distinct sets of capabilities that enable success in solutions business. Simultaneously, securing scalability and repeatability requires fi rms to modularize and standardize solution components. A solutions business platform creates the foundation for sustainable success.
Email [email protected] for assistance in selecting your sessions.12
New Speakers!
10 Trust, Collaboration, Solutions—the Journey Toward Successful Strategic Customer RelationshipsRecommended for SAM Program Leaders and Executives in Mature SAM/GAM Organizations PP
Presenters: John Gardner, Senior VP - Global Strategic Accounts, Emerson Process Management
Atlee Valentine Pope, President, Blue Canyon Partners
The presenters will offer a framework for assessing the health, stability and future opportunity for customer relationships. Drawing on years of experience, they will provide advice and a framework to showcase how to enhance those relationships.
11 Utilizing Strategic Alliances for Managing and Growing Strategic Accounts Recommended for SAM Program Leaders and Executives in Mature SAM/GAM Organizations PP
Presenter: Geoff Williams, Vice President Global Customers, Schneider ElectricJim Bolton, Program Director, IGS APC Alliance Sales, IBM
Schneider Electric leverages its strategic supplier alliances to meet customer expectations and requirements, manage account complexity and maximize mutual growth potential. This session will explain within a case example the dynamics of these collaborative working relationships.
19 Creating Impact in Pharma With KAM Recommended for SAM Program Leaders and Executives in New/Developing SAM Organizations PP
Presenters: Jan Schluechter, Global Head of KAM, Customer Model Innovation and Channel Management, Novartis Pharma AGKevin Simpson, Associate Director Global KAM, Novartis Pharma AG
Key account management continues to be one of the most discussed topics within pharma. However, in this industry there is no shared opinion on what KAM actually is or proven examples on how to make KAM successful. See how key account management is being implemented at Novartis.
20 Does the Pareto Rule Apply to the Selection of Your Strategic and Global Strategic Accounts Portfolio?
Recommended for SAM Program Leaders and Executives in New/Developing SAM Organizations PP
Moderator: Bernard Quancard, President & CEO, SAMA
Panelists: Jeffrey Bierman, Strategic Account Manager, Bentley Systems, Inc.; Dean Grossmann, Go to Market Leader, Cargill;Ron Davis, EVP, Head of Market Customers and Business Analytics, Zurich Insurance Company
What is the Pareto rule, why is it used and how does this approach compare to the account selection criteria used in mature SAM and GAM organizations?
21 Delivering on the “Value Challenge” to Professional Service FirmsRecommended for SAM Program Leaders and Executives in New/Developing SAM Organizations PP
Presenters: Silvia L. Coulter, LawVision Group LLCBruce Alltop, LawVision Group LLCTBA
This panel will include the client perspective of an in-house counsel and focus on the elements of building strong SAM teams that deliver added value to professional services clients and in return create long-lasting, loyal client relationships.
31 Building an Effective Global Core TeamRecommended for Intermediate/Advanced Strategic/Global Account Managers AA
Presenter: Jason Stocker, Global Account Manager, SKF
One of my toughest challenges as a global account manager has been to infl uence, motivate, and drive a global core account team. It is absolutely imperative to have a strong core team in order to be successful with the customer, but getting everyone to the point of being a “true team” is a major hurdle.
Visit the SAMA website for full session descriptions, the latest updates and a downloadable brochure at https://events.strategicaccounts.org/events/2013/conference 13
New Speakers!
CANCELLED
32 Selling Value-Added Services and SolutionsRecommended for Intermediate/Advanced Strategic/Global Account Managers AA
Presenters: Mike Byrnes, Managing Partner, The Insight Group
Gus Maikash, Partner, The Insight Group
Panelists: Dr. Stephen Brown, Emeritus Edward M. Carson Chair and Professor of Marketing Distinguished Faculty, Arizona State University Center for Services Leadership, W.P. Carey School of Business, and Strategic Partner, The Insight Group
Mike Steinharter, Vice President and WW General Manager, Financial Services Sector, Xerox
Selling value-added solutions and services requires different skills and a different approach from selling products. Many companies have failed to make this transition because they have not recognized the need to make the required changes.
TOPRATED 33 Managing the “Mothership” – Elevating Your Internal AcumenRecommended for Intermediate/Advanced Strategic/Global Account Managers AA
Presenter: Phil Styrlund, CEO, The Summit Group
Internal acumen is the ability to mobilize one’s own organization around what matters most to its strategic customers. This session takes a pragmatic, applied approach to building a fi nancial business case, garnering resources, and telling more compelling internal stories from the customer’s perspective.
42 Cycling Voice-of-Customer Feedback Into the Strategic Account Plan and Strategic Action Planning
Recommended for New and Developing Strategic Account Managers FF
Presenter: Dennis J. Chapman Sr., President and CEO, The Chapman Group
This session will speak to the value and process of gathering and interpreting critical facts and insights from strategic accounts. Participants will be provided actual models and templates for use in their strategic account management program.
43 Collaborative Acumen: Navigating Your Company’s Social Network to Deliver ValueRecommended for New and Developing Strategic Account Managers FF
Presenter: Gregg Kober M.Ed., M.P.H., Vice President, Change Management and Enablement, Richardson
Strategically important customers require a level of intimacy with the organizations that sell to them. Strategic account managers are challenged with better aligning their internal stakeholders in order to deliver consistent value to the customer. In order to accomplish this alignment, selling organizations need to change.
2:30-3:30pm Tuesday | May 21
3 Creating and Delivering Value Through Channels…What the Best Do DifferentlyRecommended for C-Level and Senior Management Executives EE
Presenters: Phil Styrlund, CEO, The Summit GroupKirk Dittmar, Principal, The Summit Group
How do you gain the focus and mindshare of channel partners to effectively and distinctly create and deliver distinguishing solutions? How do you assure that the channel partner fully understands and leverages all the solutions and capabilities your fi rm offers? These and other key challenges will be directly addressed, combining 20 years of experience in the channel environment with recent research.
12 Global Key Account Management Teams: How to Achieve Sustainable Performance Coherent With Company Strategy
Recommended for SAM Program Leaders and Executives in Mature SAM/GAM Organizations PP
Presenters: Hajo Rapp, SVP Account Management & Market Development, Siemens AG; Christopher Hoemeke, Corporate Account Manager, Siemens AG
This session will cover, at both the program and KAM levels, how a central organizational infrastructure enables the global KAMs to lead and drive sustainable team performance coherent with company strategy.
14
New Speaker!
New Speaker!
13 Embedding a Global Process to Create & Maintain Value in Customer TermsRecommended for SAM Program Leaders and Executives in Mature SAM/GAM Organizations PP
Presenters: Jeff Bulischeck, Senior Division VP, Strategic Accounts, Nalco
James Ford, Vice President of Strategic Accounts, Nalco
To differentiate in today’s marketplace, a new focus must be installed in each strategic account management program. The focus must shift from simply advocating a product or service to a deeply connected customer engagement practice to build mutual value. A detailed, global process has to be in place for uniform application of the engagement model across all strategic account teams and in all operating regions.
22 Changing a Product Company’s Culture and Business ModelRecommended for SAM Program Leaders and Executives in New/Developing SAM Organizations PP
Presenters: Mike Byrnes, Managing Partner, The Insight Group
Panelists: Dr. Stephen Brown, Emeritus Edward M. Carson Chair and Professor of Marketing Distinguished Faculty, Arizona State University Center for Services Leadership, W.P. Carey School of Business, and Strategic Partner, The Insight Group
Deb Hudgson-Lyons, Global Marketing Director, DuPont Sustainable Solutions
More and more product companies are eager to grow value-added services and solutions. Yet, they either underappreciate or are overwhelmed by the transformative changes they must make to be successful. A new business model, a culture change and new strategies and skills are all needed.
23 SAM/KAM Incentives: The Importance of Designing Incentive Plans Around Fair and Motivational Sales Targets
Recommended for SAM Program Leaders and Executives in New/Developing SAM Organizations PP
Presenter: Tony Yeung, Associate Principal, ZS Associates
Despite such a large investment generating even larger amounts of revenue, many companies struggle to effectively set sales targets and worse yet implement incentive programs that compound the impact of poor target-setting. In this session, we will share practical best practices in setting SAM sales targets and designing an incentive plan aligned with those targets.
24 Transform a Traditional Vendor Relationship Into a Trusted Strategic PartnershipRecommended for SAM Program Leaders and Executives in New/Developing SAM Organizations PP
Presenters: Paige Berger, Senior Vice President, MSC/dba ScriptSave
Wendy Barnes, Group Vice President, Rite Aid
How does a small company transform its vendor relationship with a large fi rm into a strategic partnership? In taking a strategic account focus with its client Rite Aid, ScriptSave employed a consultative planning process to develop creative client solutions, industry-leading analytics, disciplined execution, and a “just do the right thing” service model.
34 The “Real” Role of an Executive at a Strategic AccountRecommended for Intermediate/Advanced Strategic/Global Account Managers AA
Presenter: LaVon Koerner, Chief Revenue Officer, Revenue Storm
This session will specifi cally spell out the do’s and don’ts for how an executive can be leveraged in a strategic account. Sometimes an executive is confused about their role, but oftentimes the SAM is more confused about how, where, and when to use an executive.
35 The SAM as Orchestrator of B2B Value Co-Creation Recommended for Intermediate/Advanced Strategic/Global Account Managers AA
Presenters: Francis Gouillart, Founder & President, Experience Co-Creation Partnership
Frederique Bouty, Vice President, Experience Co-Creation Partnership
Co-creation is the scalable process through which experienced SAMs identify the key members in their community that they care about and engage these individuals in the discovery of data the SAMs can provide for them to become rock stars in the eyes of people who matter to them. In this session, you will discover how to get started on the road to co-creation, using examples of companies where SAMs have implemented this approach successfully.
15
New Speakers!
New Speaker!
New Speaker!
New Speaker!
36 Can Win-Win Outcomes Be Achieved With Difficult Buyers?
Recommended for Intermediate/Advanced Strategic/Global Account Managers AA
Panelists: Ron Davis, EVP, Head of Market Customers and Business Analytics, Zurich; Maria Edelson, President, Sales & Capability Development; Michael Ahearne, Executive Director, Sales Excellence Institute, University of Houston; Johnathan Hughes, Partner, Vantage Partners
In some instances, the elevation of an account to strategic account status can produce unwanted demands and entitled behaviors on the part of individual purchasing executives. If true win-win outcomes remain out of reach, should the account be de-selected as strategic, are there “workarounds” or can a diffi cult buyer be turned into a champion?
44 Maximizing Mutual Value Through Effective Opportunity PrioritizationRecommended for New and Developing Strategic Account Managers FF
Presenter: Robert Box, Partner, Mercuri International
This session presents a methodical approach to assessing opportunities with your strategic customers, a way to analyze and prioritize the potential value for both fi rms.
45 Conducting Effective Value Conversations at the C-LevelRecommended for New and Developing Strategic Account Managers FF
Presenters: Craig Jones, Senior Partner, Performance Methods Inc.
Dennis Wallrath, VP, Strategic Global Accounts, Honeywell Building Solutions
Learn how Honeywell maps its strategic account relationships and engages C-level executives in conversations of value, not as Honeywell defi nes value but as the customer defi nes value.
WEDNESDAY | MAY 22, 2013
8:30-9:30am Wednesday | May 22
GENERAL SESSION – All Attendees
Welcome and Opening Remarks Bernard Quancard, President & CEO, SAMA
Keynote:
Leading Through Connections: Implications From the IBM Global CEO Study Saul J. Berman, Partner & Vice President, Global Strategy & Transformation Service Area Leader, IBM Global Business Services
10:00-11:30am Wednesday | May 22
4 TrackMeet: Pricing and Negotiating for Value in Strategic Account ManagementRecommended for C-Level and Senior Management Executives EE
Presenters: Dr. Stephan Liozu, Founder, Value Innoruption Advisors
Research shows that preparing for strategic negotiation and building pricing capabilities are two essential infl uencers of overall fi rm performance, and the strategic/key account manager plays an important role in achieving the desired business outcomes. Executive panelists will illustrate integral aspects of both and share their success stories as well as potential breakdowns in value-based programs within the context of a strategic negotiation.
Email [email protected] for assistance in selecting your sessions.16
New Speaker!
TOPRATED 14 TrackMeet: Organizational Readiness for Co-CreationRecommended for SAM Program Leaders and Executives in Mature SAM/GAM Organizations PP
Presenters: Francis Gouillart, Co-Founder & President, Experience Co-Creation Partnership
Frederique Bouty, Vice President, Experience Co-Creation Partnership
Co-creation is a structured, scalable process involving the building of “engagement platforms,” i.e., the weaving of new live interactions between members of both fi rms and the development of new digital connections allowing the sharing of data between them. In this session, we will illustrate through examples how some companies have successfully built co-creative capabilities with their SAMs and evolved their SAM program to implement co-creation.
17 TrackMeet: Why Strategic Accounts? Establishing and Communicating the Business CaseRecommended for SAM Program Leaders and Executives in New/Developing SAM Organizations PP
Moderator: Gary Summy, Business Development Leader, Xerox
Panelists: Cam Hyde, Corporate VP, SVP Global Accounts Operations, Xerox; Thomas Steenburgh, John L. Colley Associate Professor, Darden Business School; Steve Jones, Director, Global Accounts, Ingersoll Rand Company; Dominique Côté, Senior Director, Operational Business Strategy Europe, Africa, Middle East, Zoetis; Thomas Steenburgh, John L. Colley Associate Professor, Darden Business School
What is the best route to go about establishing the business case for SAM and then, assuming you get the green light, what is your strategy to communicate it to, and get buy-in from, the internal key stakeholders whose cooperation and collaboration are essential for success?
28 TrackMeet: Driving SAM Excellence: Best Practices for Effective SAM ExecutionRecommended for SAM Program Leaders and Executives in New/Developing SAM Organizations PP
Presenter: Steve Andersen, President & Founder, Performance Methods, Inc.
The session will defi ne critical areas of SAM performance and facilitate audience participation in an engaging discussion about how participants’ organizations are driving strategic account management excellence.
29 TrackMeet: Winning Bids and Building RelationshipsRecommended for Intermediate/Advanced Strategic/Global Account Managers AA
Presenter: Wayne S. Evans, Head of Procurement Americas, Deutsche Post DHL
Corporations are focused on driving compliance, which requires an increased level of transparency in awarding business. This session will showcase methods to increase the win ratio and enhance the client relationship.
30 TrackMeet: Reducing Value Leakage in the Negotiation ProcessRecommended for Intermediate/Advanced Strategic/Global Account Managers AA
Presenters: Jeff Weiss, Founder, Vantage Partners
Ben Siddall, Senior Consultant, Vantage Partners
Join this discussion on how both to spot areas of value leakage and to ensure that the right negotiation process, tools, skills, and incentives are put in place to enable optimal value creation with customers.
TOPRATED 40 TrackMeet: Walking in the Shoes of a SAMRecommended for New and Developing Strategic Account Managers FF
Moderator: Dennis Raffa, Global Account Manager, CHEP
Panelists: Mike McCool, Vice President – Strategic Accounts, Freeman; Rodney Dickerson, Regional Vice President – Strategic Accounts, Covidien- Health Systems; Robin Braun, Strategic Account Leader, Emerson Process Management
This popular session returns with new SAM panelists. What is it like to walk in the shoes of an experienced strategic account manager? Join this exchange of personal and professional insights and experiences, and come with your own questions about what it’s like to be a SAM in these challenging times.
Visit the SAMA website for full session descriptions, the latest updates and a downloadable brochure at https://events.strategicaccounts.org/events/2013/conference 17
New Speakers!
41 TrackMeet: Conducting Compelling and Powerful Research Interviews to Gain Strategic Customer Knowledge
Recommended for New and Developing Strategic Account Managers FF
Presenters: Dan Kosch, Co-President, IMPAX Corporation
Mark Shonka, Co-President, IMPAX Corporation
This interactive and application-oriented session will focus on gaining the “right” customer knowledge by conducting compelling and powerful interviews. These interviews will help you gain critical information that can assist you in winning more often while differentiating yourself, your company and your solutions from your competitors.
12:00-1:00pm Wednesday | May 22
5 The New Role of Marketing and What It Means to B2B SalesRecommended for C-Level and Senior Management Executives EE
Presenter: Rosemary Heneghan, Director, International Sales Organization, IBM
Recent IBM research with global CMOs has documented an emerging point of view on the future practice of marketing that will have a profound impact on not only the role of marketing within a fi rm but on models of customer engagement and the nature of B2B customer-supplier relationships.
15 A Documented Solutions Program to Measure Financial Customer ValueRecommended for SAM Program Leaders and Executives in Mature SAM/GAM Organizations PP
Presenter: Corrado Cesti, Key Account EMEA Director, SKFDelivering value is always a great argument for many companies but very often not always sustained with tangible facts. This is the issue we were facing within SKF 10 years ago, therefore we have developed a system to evaluate and calculate the fi nancial benefi ts of SKF Solutions using customer fi gures and benchmarking data from the specifi c industry. The result is a database with more than 10yrs history and a consistent approach to sales for SKF Strategic Accounts using value as main driver to demonstrate benefi ts and ROI for SKF Solutions.
16 How to Significantly Improve GAMs’ Productivity in Order to Focus on Strategy and Untapped Revenues
Recommended for SAM Program Leaders and Executives in Mature SAM/GAM Organizations PP
Presenter: Mario Rieth, Head of Global Account Operations, Avaya
Driven by bottom-line requirements over the last couple of years, more and more tasks have been loaded onto front-line salespeople by reducing support and infrastructure. This workshop will shed light on the hidden consequences and how to analyze them in order to prepare a game-changing business case with high impact on your competitiveness.
19 Creating Impact in Pharma With KAM Recommended for SAM Program Leaders and Executives in New/Developing SAM Organizations PP
Presenters: Jan Schluechter, Global Head of KAM, Customer Model Innovation and Channel Management, Novartis Pharma AG
Kevin Simpson, Associate Director Global KAM, Novartis Pharma AG
Key account management continues to be one of the most discussed topics within pharma. However, in this industry there is no shared opinion on what KAM actually is or proven examples on how to make KAM successful. See how key account management is being implemented at Novartis.
CANCELLED
18
25 Knowing Your Customer’s Customer: Creating Value by Delivering Third-Party Knowledge and Expertise
Recommended for SAM Program Leaders and Executives in New/Developing SAM Organizations PP
Presenter: Keith Burwell, Global Accounts Program Manager, Diebold
Your customer’s number one priority is its customer. This presentation will give valuable methods to present data, anecdotal research from the fi nancial services industry, and real-life examples of how delivering to your client information about its own customers can drive future sales.
26 Customer Stratification – the First Step in Global SAM ExecutionRecommended for SAM Program Leaders and Executives in New/Developing SAM Organizations PP
Presenters: Michael Stevens, Senior Partner, Performance Methods Inc.
Ruud Aerdts, Global Director Strategic Account Management, Ceva Animal Health
This session will focus on not only the “art” of account selection (and de-selection), but the “science” of selection and prioritization. Revenue generation, relationship development, mutual value creation and willingness to partner are just a few of the critical criteria required and discussed.
37 How Personal Relationships Matter With Strategic Customer Senior Executives
Recommended for Intermediate/Advanced Strategic/Global Account Managers AA
Moderator: Phil Styrlund, CEO, The Summit Group
Panelists: Wayne S. Evans, Head of Procurement Americas, Deutsche Post DHL
Stephanie Fuller, Director of Global Business Development, Office Depot
James Ford, Vice President of Strategic Accounts, Nalco
Join this debate – no presentation slides allowed! – to determine whether and how personal relationships may differentiate a strategic account manager and affect senior customer executive decisions.
38 What High-Performing Strategic Account Managers and Teams DoRecommended for Intermediate/Advanced Strategic/Global Account Managers AA
Presenters: Mike Schultz, President, RAIN Group
Dave MacDonald, Partner and Vice President of Account Management, Woodard & Curran
RAIN Group’s recently completed Benchmark Report on High Performance in Strategic Account Management includes never-before-seen research on the actions and results of high performers in strategic account management versus their average and below-average counterparts. Using a case example at Woodard & Curran, the presenters will share how this rapidly growing national engineering fi rm’s improvements in strategic account management helped drive greater account business growth and results.
39 Coaching Throughout the Account Planning and Management ProcessRecommended for Intermediate/Advanced Strategic/Global Account Managers AA
Presenter: Jennifer Vessels, CEO, Next Step
Successful Strategic Account Management can in ways be compared to the role of a football quarterback or orchestra conductor – you are responsible for the end result but you need all team members to collaborate and contribute to success. Through use of
‘peer coaching’ you can gain commitment and personal dedication from each of the account team members.
Visit the SAMA website for full session descriptions, the latest updates and a downloadable brochure at https://events.strategicaccounts.org/events/2013/conference 19
New Speakers!
New Speaker!
New Speaker!
New Speaker!
46 Using Account Metrics to Close Business Recommended for New and Developing Strategic Account Managers FF
Presenter: Donna Mascolo, Program Executive, Executive Conversation
Strategically important customers require a level of intimacy with the organizations that sell to them. Strategic account managers are challenged with better aligning their internal stakeholders in order to deliver consistent value to the customer. In order to accomplish this alignment, selling organizations need to change.
47 Playing Better Poker with Customers to Improve SalesRecommended for New and Developing Strategic Account Managers FF
Presenters: Paula Shannon, Chief Sales Officer and Senior Vice President, Lionbridge
Companies waste billions of dollars each year investing in deals they will never win or discounting deals they’ve already won. Poker Players are customers who are interested in value or relationship, but don’t want to be taken advantage of by their supplier – in other words, they don’t want to pay too much. The presenters will reveal the tricks that procurement uses to win – and the strategies to counter that will help account managers “get backbone” in tough negotiations.
2:30-3:30pm Wednesday | May 22
6 Strengthening the Customer Relationship Through Reciprocal Executive Mentoring Recommended for C-Level and Senior Management Executives EE
Presenter: Ian Wombwell, National Manager, Strategic Account Team, Roche Canada
Roche undertook a pilot program for reciprocal mentoring with its strategic customers. SAMs from Roche were mentored by customer C-level executives and vice versa. An evaluation of the program demonstrated that it was a positive and productive leadership development process for the majority of participants.
10 Trust, Collaboration, Solutions—the Journey Toward Successful Strategic Customer RelationshipsRecommended for SAM Program Leaders and Executives in Mature SAM/GAM Organizations PP
Presenters: John Gardner, Senior VP - Global Strategic Accounts, Emerson Process Management
Atlee Valentine Pope, President, Blue Canyon Partners
The presenters will offer a framework for assessing the health, stability and future opportunity for customer relationships. Drawing on years of experience, they will provide advice and a framework to showcase how to enhance those relationships.
12 Global Key Account Management Teams: How to Achieve Sustainable Performance Coherent With Company Strategy
Recommended for SAM Program Leaders and Executives in Mature SAM/GAM Organizations PP
Presenters: Hajo Rapp, SVP Account Management & Market Development, Siemens AG
Christopher Hoemeke, Corporate Account Manager, Siemens AG
This session will cover, at both the program and KAM levels, how a central organizational infrastructure enables the global KAMs to lead and drive sustainable team performance coherent with company strategy.
20
New Speaker!
20 Does the Pareto Rule Apply to the Selection of Your Strategic and Global Strategic Accounts Portfolio?
Recommended for SAM Program Leaders and Executives in New/Developing SAM Organizations PP
Moderator: Bernard Quancard, President & CEO, SAMA
Panelists: Jeffrey Bierman, Strategic Account Manager, Bentley Systems, Inc.; Dean Grossmann, Go to Market Leader, Cargill;Ron Davis, EVP, Head of Market Customers and Business Analytics, Zurich Insurance Company
What is the Pareto rule, why is it used and how does this approach compare to the account selection criteria used in mature SAM and GAM organizations?
21 Delivering on the “Value Challenge” to Professional Service FirmsRecommended for SAM Program Leaders and Executives in New/Developing SAM Organizations PP
Presenters: Silvia L. Coulter, LawVision Group LLC
Bruce Alltop, LawVision Group LLC
TBA
This panel will include the client perspective of an in-house counsel and focus on the elements of building strong SAM teams that deliver added value to clients and in return create long-lasting, loyal client relationships.
27 Prescribing a New Focus on Customer Business Value Recommended for SAM Program Leaders and Executives in New/Developing SAM Organizations PP
Presenter: William S. Fallon, Corporate Vice President, Global Health Systems, Covidien
Learn how one Fortune 500 medical device manufacturer changed how it creates differential value for both internal and external customers in preparation for health care reform.
31 Building an Effective Global Core TeamRecommended for Intermediate/Advanced Strategic/Global Account Managers AA
Presenter: Jason Stocker, Global Account Manager, SKF
One of my toughest challenges as a global account manager has been to infl uence, motivate, and drive a global core account team. It is absolutely imperative to have a strong core team in order to be successful with the customer, but getting everyone to the point of being a “true team” is a major hurdle.
32 Selling Value-Added Services and SolutionsRecommended for Intermediate/Advanced Strategic/Global Account Managers AA
Presenters: Mike Byrnes, Managing Partner, The Insight Group
Gus Maikash, Partner, The Insight Group
Panelists: Dr. Stephen Brown, Emeritus Edward M. Carson Chair and Professor of Marketing Distinguished Faculty, Arizona State University Center for Services Leadership, W.P. Carey School of Business, and Strategic Partner, The Insight Group
Mike Steinharter, Vice President and WW General Manager, Financial Services Sector, Xerox
Selling value-added solutions and services requires different skills and a different approach from selling products. Many companies have failed to make this transition because they have not recognized the need to make the required changes.
TOPRATED 33 Managing the “Mothership” – Elevating Your Internal AcumenRecommended for Intermediate/Advanced Strategic/Global Account Managers AA
Presenter: Phil Styrlund, CEO, The Summit Group
Internal acumen is the ability to mobilize one’s own organization around what matters most to its strategic customers. This session takes a pragmatic, applied approach to building a fi nancial business case, garnering resources, and telling more compelling internal stories from the customer’s perspective.
Visit the SAMA website for full session descriptions, the latest updates and a downloadable brochure at https://events.strategicaccounts.org/events/2013/conference 21
New Speaker!
New Speakers!
42 Cycling Voice-of-Customer Feedback Into the Strategic Account Plan and Strategic Action Planning
Recommended for New and Developing Strategic Account Managers FF
Presenter: Dennis J. Chapman Sr., President and CEO, The Chapman Group
This session will speak to the value and process of gathering and interpreting critical facts and insights from strategic accounts. Participants will be provided actual models and templates for use in their strategic account management program.
43 Collaborative Acumen: Navigating Your Company’s Social Network to Deliver ValueRecommended for New and Developing Strategic Account Managers FF
Presenter: Gregg Kober M.Ed., M.P.H., Vice President, Change Management and Enablement, Richardson
Strategically important customers require a level of intimacy with the organizations that sell to them. Strategic account managers are challenged with better aligning their internal stakeholders in order to deliver consistent value to the customer. In order to accomplish this alignment, selling organizations need to change.
THURSDAY | MAY 23, 2013
9:00-10:00am Thursday | May 23
7 Leaders Leading ChangeRecommended for C-Level and Senior Management Executives EE
Presenter: Harry Dunklin, SVP, Sales Enablement Practice, Richardson
In this workshop, we will discuss creating a positive, skill-based experience for executive leaders to drive transformational change in the organization. We will demonstrate how to connect the business’s overall corporate vision and strategy to the operational initiatives that will drive the achievement of the vision and strategy.
11 Utilizing Strategic Alliances for Managing and Growing Strategic Accounts Recommended for SAM Program Leaders and Executives in Mature SAM/GAM Organizations PP
Presenters: Geoff Williams, Vice President Global Customers, Schneider ElectricJim Bolton, Program Director, IGS APC Alliance Sales, IBM
Schneider Electric leverages its strategic supplier alliances to meet customer expectations and requirements, manage account complexity and maximize mutual growth potential. This session will explain within a case example the dynamics of these collaborative working relationships.
13 Embedding a Global Process to Create & Maintain Value in Customer TermsRecommended for SAM Program Leaders and Executives in Mature SAM/GAM Organizations PP
Presenters: Jeff Bulischeck, Senior Division VP, Strategic Accounts, Nalco
James Ford, Vice President of Strategic Accounts, Nalco
To differentiate in today’s marketplace, a new focus must be installed in each strategic account management program. The focus must shift from simply advocating a product or service to a deeply connected customer engagement practice to build mutual value. A detailed, global process has to be in place for uniform application of the engagement model across all strategic account teams and in all operating regions.
Email [email protected] for assistance in selecting your sessions.22
New Speaker!
New Speaker!
New Speaker!
22 Changing a Product Company’s Culture and Business ModelRecommended for SAM Program Leaders and Executives in New/Developing SAM Organizations PP
Presenters: Mike Byrnes, Managing Partner, The Insight Group
Panelists: Dr. Stephen Brown, Emeritus Edward M. Carson Chair and Professor of Marketing Distinguished Faculty, Arizona State University Center for Services Leadership, W.P. Carey School of Business, and Strategic Partner, The Insight Group
Deb Hudgson-Lyons, Global Marketing Director, DuPont Sustainable Solutions
More and more product companies are eager to grow value-added services and solutions. Yet, they either underappreciate or are overwhelmed by the transformative changes they must make to be successful. A new business model, a culture change and new strategies and skills are all needed.
23 SAM/KAM Incentives: The Importance of Designing Incentive Plans Around Fair and Motivational Sales Targets
Recommended for SAM Program Leaders and Executives in New/Developing SAM Organizations PP
Presenter: Tony Yeung, Associate Principal, ZS Associates
Despite such a large investment generating even larger amounts of revenue, many companies struggle to effectively set sales targets and worse yet implement incentive programs that compound the impact of poor target-setting. In this session, we will share practical best practices in setting SAM sales targets and designing an incentive plan aligned with those targets.
24 Transform a Traditional Vendor Relationship Into a Trusted Strategic PartnershipRecommended for SAM Program Leaders and Executives in New/Developing SAM Organizations PP
Presenters: Paige Berger, Senior Vice President, MSC/dba ScriptSave
Wendy Barnes, Group Vice President, Rite Aid
How does a small company transform its vendor relationship with a large fi rm into a strategic partnership? In taking a strategic account focus with its client Rite Aid, ScriptSave employed a consultative planning process to develop creative client solutions, industry-leading analytics, disciplined execution, and a “just do the right thing” service model.
34 The “Real” Role of an Executive at a Strategic AccountRecommended for Intermediate/Advanced Strategic/Global Account Managers AA
Presenter: LaVon Koerner, Chief Revenue Officer, Revenue Storm
This session will specifi cally spell out the do’s and don’ts for how an executive can be leveraged in a strategic account. Sometimes an executive is confused about their role, but oftentimes the SAM is more confused about how, where, and when to use an executive.
35 The SAM as Orchestrator of B2B Value Co-Creation Recommended for Intermediate/Advanced Strategic/Global Account Managers AA
Presenters: Francis Gouillart, Founder & President, Experience Co-Creation Partnership
Frederique Bouty, Vice President, Experience Co-Creation Partnership
Co-creation is the scalable process through which experienced SAMs identify the key members in their community that they care about and engage these individuals in the discovery of data the SAMs can provide for them to become rock stars in the eyes of people who matter to them. In this session, you will discover how to get started on the road to co-creation, using examples of companies where SAMs have implemented this approach successfully.
36 Can Win-Win Outcomes Be Achieved With Difficult Buyers?
Recommended for Intermediate/Advanced Strategic/Global Account Managers AA
Panelists: Ron Davis, EVP, Head of Market Customers and Business Analytics, Zurich; Maria Edelson, President, Sales & Capability Development; Michael Ahearne, Executive Director, Sales Excellence Institute, University of Houston; Johnathan Hughes, Partner, Vantage Partners
In some instances, the elevation of an account to strategic account status can produce unwanted demands and entitled behaviors on the part of individual purchasing executives. If true win-win outcomes remain out of reach, should the account be de-selected as strategic, are there “workarounds” or can a diffi cult buyer be turned into a champion?
Visit the SAMA website for full session descriptions, the latest updates and a downloadable brochure at https://events.strategicaccounts.org/events/2013/conference 23
New Speaker!
New Speakers!
New Speaker!
44 Maximizing Mutual Value Through Effective Opportunity PrioritizationRecommended for New and Developing Strategic Account Managers FF
Presenter: Robert Box, Partner, Mercuri International
This session presents a methodical approach to assessing opportunities with your strategic customers, a way to analyze and prioritize the potential value for both fi rms.
45 Conducting Effective Value Conversations at the C-LevelRecommended for New and Developing Strategic Account Managers FF
Presenters: Craig Jones, Senior Partner, Performance Methods Inc.
Dennis Wallrath, VP, Strategic Global Accounts, Honeywell Building Solutions
Learn how Honeywell maps its strategic account relationships and engages C-level executives in conversations of value, not as Honeywell defi nes value but as the customer defi nes value.
10:30-11:30am Thursday | May 23
8 Creating and Implementing a Value Ecosystem to Eliminate Commoditization and Price PressureRecommended for C-Level and Senior Management Executives EE
Presenter: Carrie Welles, Partner, Think! Inc.
When your organization is aligned, you get compensated for your unique and differentiated value in every deal. Join us to learn progressive best practices on how to create and implement a value ecosystem to align your organization around a common perspective of value relevant to your strategic account negotiations.
15 A Documented Solutions Program to Measure Financial Customer ValueRecommended for SAM Program Leaders and Executives in Mature SAM/GAM Organizations PP
Presenter: Corrado Cesti, Key Account EMEA Director, SKF
16 How to Significantly Improve GAMs’ Productivity in Order to Focus on Strategy and Untapped Revenues
Recommended for SAM Program Leaders and Executives in Mature SAM/GAM Organizations PP
Presenter: Mario Rieth, Head of Global Account Operations, Avaya
Driven by bottom-line requirements over the last couple of years, more and more tasks have been loaded onto front-line salespeople by reducing support and infrastructure. This workshop will shed light on the hidden consequences and how to analyze them in order to prepare a game-changing business case with high impact on your competitiveness.
25 Knowing Your Customer’s Customer: Creating Value by Delivering Third-Party Knowledge and Expertise
Recommended for SAM Program Leaders and Executives in New/Developing SAM Organizations PP
Presenter: Keith Burwell, Global Accounts Program Manager, Diebold
Your customer’s number one priority is its customer. This presentation will give valuable methods to present data, anecdotal research from the fi nancial services industry, and real-life examples of how delivering to your client information about its own customers can drive future sales.
26 Customer Stratification – the First Step in Global SAM ExecutionRecommended for SAM Program Leaders and Executives in New/Developing SAM Organizations PP
Presenters: Michael Stevens, Senior Partner, Performance Methods Inc.
Ruud Aerdts, Global Director Strategic Account Management, Ceva Animal Health
This session will focus on not only the “art” of account selection (and de-selection), but the “science” of selection and prioritization. Revenue generation, relationship development, mutual value creation and willingness to partner are just a few of the critical criteria required and discussed.
24
New Speaker!
New Speaker!
New Speaker!
For session description, see
Page 18.
27 Prescribing a New Focus on Customer Business Value Recommended for SAM Program Leaders and Executives in New/Developing SAM Organizations PP
Presenter: William S. Fallon, Corporate Vice President, Global Health Systems, Covidien
Learn how one Fortune 500 medical device manufacturer changed how it creates differential value for both internal and external customers in preparation for health care reform.
37 How Personal Relationships Matter With Strategic Customer Senior Executives
Recommended for Intermediate/Advanced Strategic/Global Account Managers AA
Moderator: Phil Styrlund, CEO, The Summit Group
Panelists: Wayne S. Evans, Head of Procurement Americas, Deutsche Post DHL
Stephanie Fuller, Director of Global Business Development, Office Depot
James Ford, Vice President of Strategic Accounts, Nalco
Join this debate – no presentation slides allowed! – to determine whether and how personal relationships may differentiate a strategic account manager and affect senior customer executive decisions.
38 What High-Performing Strategic Account Managers and Teams DoRecommended for Intermediate/Advanced Strategic/Global Account Managers AA
Presenters: Mike Schultz, President, RAIN Group
Dave MacDonald, Partner and Vice President of Account Management, Woodard & Curran
RAIN Group’s recently completed Benchmark Report on High Performance in Strategic Account Management includes never-before-seen research on the actions and results of high performers in strategic account management versus their average and below-average counterparts. Using a case example at Woodard & Curran, the presenters will share how this rapidly growing national engineering fi rm’s improvements in strategic account management helped drive greater account business growth and results.
39 Coaching Throughout the Account Planning and Management ProcessRecommended for Intermediate/Advanced Strategic/Global Account Managers AA
Presenter: Jennifer Vessels, CEO, Next Step
Successful Strategic Account Management can in ways be compared to the role of a football quarterback or orchestra conductor – you are responsible for the end result but you need all team members to collaborate and contribute to success. Through use of ‘peer coaching’ you can gain commitment and personal dedication from each of the account team members.
46 Using Account Metrics to Close Business Recommended for New and Developing Strategic Account Managers FF
Presenter: Donna Mascolo, Program Executive, Executive Conversation
Every account employs a set of metrics to run its business, and decision-makers at different levels favor different metrics. If you’ve ever been unsure which metrics would best fi t a deal, you’re not alone. This session advances a repeatable model for identifying and using effective quantitative measures to close business.
47 Playing Better Poker with Customers to Improve SalesRecommended for New and Developing Strategic Account Managers FF
Presenters: Paula Shannon, Chief Sales Officer and Senior Vice President, Lionbridge
Chris Mitchell, Director of Global Initiatives, Holden Advisors
Companies waste billions of dollars each year investing in deals they will never win or discounting deals they’ve already won. Poker Players are customers who are interested in value or relationship, but don’t want to be taken advantage of by their supplier – in other words, they don’t want to pay too much. The presenters will reveal the tricks that procurement uses to win – and the strategies to counter that will help account managers “get backbone” in tough negotiations.
25
New Speaker!
New Speaker!
New Speaker!
Monday, May 20, 2013
8:30am-5:00pm SAMA University
12:00-9:00pm Registration/Marketplace & Member Services
1:30-2:30pm Overview of SAMA Certification Program for CSAM (Certified Strategic Account Manager)
3:00-5:00pm Academic Forum for Strategic Account Management Practitioners
6:30-9:00pm Welcome Reception & Dinner Buffet
Tuesday, May 21, 20136:30am-6:30pm Registration/Marketplace & Member Services
7:30-8:30am Breakfast
8:30am-5:00pm SAMA University
8:30-9:30amGeneral Session: Welcome/Opening Remarks and Keynote: More than the Sum of Your Parts – Creating Customer Value in a Global Multi-Business Unit Enterprise
9:30-10:00am Networking Break
Executive Strategy & Decision-Making
SAM Program Design, Structure & Management
Next Level Practices
SAM Program Design, Structure & Management
Core Enablers
Essentials of Strategic Account ManagementIntermediate/Advanced
Essentials of Strategic Account Management
Foundational
10:00-11:30am
1 TrackMeet: Who Owns the Customer – Capitalizing on the New World Order of Big Data
9 TrackMeet: Capitalizing on a Corporate Strategy for Mutual Growth with Strategic Clients – The Hilton Business Case
17 TrackMeet: Why Strategic Accounts? Establishing and Communicating the Business Case
29 TrackMeet: Winning Bids and Building Relationships
40 TrackMeet: Walking in the Shoes of a SAM
18 TrackMeet: The “Real” Value of Executive Involvement in Strategic Accounts
30 TrackMeet: Reducing Value Leakage in the Negotiation Process
41 TrackMeet: Conducting Compelling and Powerful Research Interviews to Gain Strategic Customer Knowledge
11:30am-12:00pm Networking Break
12:00-1:00pm
2 Enterprise Capabilities for an Integrated Solutions Business
10 Trust, Collaboration, Solutions—The Journey Toward Successful Strategic Customer Relationships
19 Creating Impact in Pharma with KAM
31 Building an Effective Global Core Team
42 Cycling Voice of Customer Feedback into the Strategic Account Plan and Strategic Action Planning
11 Utilizing Strategic Alliances for Managing and Growing Strategic Accounts
20 Up For Debate: Does the Pareto Rule Apply to the Selection of Your Strategic and Global Strategic Accounts Portfolio?
32 Selling Value-Added Services and Solutions
43 Collaborative Acumen: Navigating your Company’s Social Network to Deliver Value
21 Delivering on the “Value Challenge” to Professional Service Firms
33 Managing the “Mothership” – Elevating Your Internal Acumen
1:00-2:30pm Lunch & Networking
2:30-3:30pm
3 Creating and Delivering Value through Channels…What the Best do Differently
12 Global Key Account Management Teams: How to Achieve Sustainable Performance Coherent with Company Strategy
22 Changing a Product Company’s Culture and Business Model
34 The “Real” Role of an Executive at a Strategic Account
44 Maximizing Mutual Value Through Effective Opportunity Prioritization
13 Embedding a Global Process to Create & Maintain Value in Customer Terms
23 SAM/KAM Incentives: The Importance of Designing Incentive Plans around Fair and Motivational Sales Targets
35 The SAM as Orchestrator of B2B Value Co-Creation
45 Conducting Effective Value Conversations at the C-Level
24 Transform a Traditional Vendor Relationship Into a Trusted Strategic Partnership
36 Up For Debate: Can Win-Win Outcomes be Achieved with Difficult Buyers?
3:30-4:30pm Making & Taking with You the Best of Your Conference Experience
4:30-5:30pm Free Time
5:30-7:00pm Cocktail Reception — Dinner On Your Own Or Dinner Match-Up
SAMA Annual Conference Program Schedule
26
CANCELLED
Visit the SAMA website for full session descriptions, the latest updates and a downloadable brochure at
https://events.strategicaccounts.org/events/2013/conference
Wednesday, May 22, 20137:00am-7:30pm Registration/Marketplace & Member Services
7:30-8:30am Breakfast
8:30am-5:00pm SAMA University
8:30-9:30am General Session: Introduction & Keynote: Leading Through Connections: Implications from the IBM Global CEO Study
9:30-10:00am Networking Break
Executive Strategy & Decision-Making
SAM Program Design, Structure & Management
Next Level Practices
SAM Program Design, Structure & Management
Core Enablers
Essentials of Strategic Account ManagementIntermediate/Advanced
Essentials of Strategic Account Management
Foundational
10:00-11:30am
4 TrackMeet: Pricing and Negotiating for Value in Strategic Account Management
14 TrackMeet: Organizational Readiness for Co-Creation
17 TrackMeet: Why Strategic Accounts? Establishing and Communicating the Business Case
29 TrackMeet: Winning Bids and Building Relationships
40 TrackMeet: Walking in the Shoes of a SAM
28 TrackMeet: Driving SAM Excellence: Best Practices for Effective SAM Execution
30 TrackMeet: Reducing Value Leakage in the Negotiation Process
41 TrackMeet: Conducting Compelling and Powerful Research Interviews to Gain Strategic Customer Knowledge
11:30am-12:00pm Networking Break
12:00-1:00pm
5 The New Role of Marketing and What it Means to B2B Sales
15 A Documented Solutions Program to Measure Financial Customer Value
19 Creating Impact in Pharma with KAM
37 Up For Debate: How Personal Relationships Matter with Strategic Customer Senior Executives
46 Using Account Metrics to Close Business
16 How to Significantly Improve GAMs’ Productivity in order to Focus on Strategy and Untapped Revenues
25 Knowing Your Customer’s Customer: Creating Value by Delivering Third Party Knowledge and Expertise
38 What High Performing Strategic Account Managers and Teams Do
47 Playing Better Poker with Customers to Improve Sales
26 Customer Stratification – The First Step in Global SAM Execution
39 Coaching Throughout the Account Planning and Management Process
1:00-2:30pm Lunch & Networking
2:30-3:30pm
6 Strengthening the Customer Relationship Through Reciprocal Executive Mentoring
10 Trust, Collaboration, Solutions—The Journey Toward Successful Strategic Customer Relationships
20 Up For Debate: Does the Pareto Rule Apply to the Selection of Your Strategic and Global Strategic Accounts Portfolio?
31 Building an Effective Global Core Team
42 Cycling Voice of Customer Feedback into the Strategic Account Plan and Strategic Action Planning
12 Global Key Account Management Teams: How to Achieve Sustainable Performance Coherent with Company Strategy
21 Delivering on the “Value Challenge” to Professional Service Firms
32 Selling Value-Added Services and Solutions
43 Collaborative Acumen: Navigating your Company’s Social Network to Deliver Value
27 Prescribing a New Focus on Customer Business Value
33 Managing the “Mothership” – Elevating Your Internal Acumen
3:30-4:30pm Networking Event
4:30-6:30pm Free Time
6:30-7:00pm Refreshments and Cocktail Reception
7:00-9:30pm Dinner, Entertainment & SAM Program of the Year Award
27
CANCELLED
Thursday, May 23, 20137:00am-12:00pm Registration/Marketplace & Member Services
7:30-9:00am Networking Breakfast
Executive Strategy & Decision-Making
SAM Program Design, Structure & Management
Next Level Practices
SAM Program Design, Structure & Management
Core Enablers
Essentials of Strategic Account ManagementIntermediate/Advanced
Essentials of Strategic Account Management
Foundational
9:00-10:00am
7 Leaders Leading Change
11 Utilizing Strategic Alliances for Managing and Growing Strategic Accounts
22 Changing a Product Company’s Culture and Business Model
34 The “Real” Role of an Executive at a Strategic Account
44 Maximizing Mutual Value Through Effective Opportunity Prioritization
13 Embedding a Global Process to Create & Maintain Value in Customer Terms
23 SAM/KAM Incentives: The Importance of Designing Incentive Plans around Fair and Motivational Sales Targets
35 The SAM as Orchestrator of B2B Value Co-Creation
45 Conducting Effective Value Conversations at the C-Level
24 Transform a Traditional Vendor Relationship Into a Trusted Strategic Partnership
36 Up For Debate: Can Win-Win Outcomes be Achieved with Difficult Buyers?
10:00-10:30am Networking Break
10:30-11:30am
8 Creating and Implementing a Value Ecosystem to Eliminate Commoditization and Price Pressure
15 A Documented Solutions Program to Measure Financial Customer Value
25 Knowing Your Customer’s Customer: Creating Value by Delivering Third Party Knowledge and Expertise
37 Up For Debate: How Personal Relationships Matter with Strategic Customer Senior Executives
46 Using Account Metrics to Close Business
16 How to Significantly Improve GAMs’ Productivity in order to Focus on Strategy and Untapped Revenues
26 Customer Stratification – The First Step in Global SAM Execution
38 What High Performing Strategic Account Managers and Teams Do
47 Playing Better Poker with Customers to Improve Sales
27 Prescribing a New Focus on Customer Business Value
39 Coaching Throughout the Account Planning and Management Process
11:30am Conference Adjourns
Corporate Membership Elite Access to the Premier Strategic
Partnership Organization
Is your company ready to take its commitment to strategic account management to the next level?
Corporate Membership provides unlimited membership benefits for every person in your company, deeper discounts and distinct benefits for all of your constituencies.
Strategic Account Managers:• SAM Assessment• CSAM Certification• SAMA University / SAMA Academy• Resources - including unlimited free webinar access
The SAM Program Office:• High-level benchmarking and networking• A day with the SAMA CEO• Program review• Premium resources including the compensation survey
report and the Current Trends and Practices Research report
L&D/Training/Sales Excellence:• One free seat at the SAMA Annual Conference in the US
or the SAMA Pan-European Conference• Resources that can be used in monthly / quarterly
internal newsletters• Benchmarking with sales excellence peers from other
SAMA corporate member companies• Access to the finest network of consultants, academics
and subject matter experts in the world
Contact Matt Fegley for full cost and benefit details.+1-312-251-3131, ext 10 or [email protected]
Visit the SAMA website for full session descriptions,
the latest updates and a downloadable brochure at
https://events.strategicaccounts.org/events/2013/conference
28
Conference Venue
Westin Diplomat 3555 South Ocean Drive
Hollywood, FL 33019, USA
The Westin Diplomat Resort & Spa combines a top-notch convention
center with a beautiful resort featuring rejuvenating accommodations,
magnificent views and an experience sure to inspire renewal. With
highlights such as the infinity-edged pool, with two waterfalls flowing into
a 240-foot lagoon pool below, eight on-site dining options, poolside and
beachfront cabanas, shopping and charter boats, The Westin Diplomat
can empower you to restore, relax and refresh.
See Page 34 for hotel rate information.
Welcome to Florida
29
Hollywood, FLMay 20-22, 2013
In-Depth Skill-Building For Strategic Account ManagersOpen Enrollment for Full Day Workshops
SAMA University
Essentials of SAM, Foundational
Focuses on core strategic account manager skills for new/developing SAM professionals.
Essentials of SAM, Advanced
Builds upon core SAM skills for intermediate to advanced strategic/global account managers with at least 3-5 years’ experience.
SAM Program Organization Design & Management
For SAM program directors/managers as well as senior sales and marketing executives sponsoring or leading a SAM initiative.
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Monday, May 20 Tuesday, May 21 Wednesday, May 22
1 Buyer’s Perspective: Create, Communicate & Quantify Value at the CxO Level (Day 1)
1 Buyer’s Perspective: Create, Communicate & Quantify Value at the CxO Level (Day 2)
4 Leading & Managing a Multifunctional Team
2 Strategic Negotiation: Changing the Conversation from Price to Solutions
3 Creating Joint Solutions with Strategic Customers
5 Using Presentations to Drive Customer Engagement
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SAMA University and the Annual Conference are now co-located, expanding your options to combine full day workshops on foundational SAM skills and Conference sessions to best meet your objectives.
Each workshop is part of our Certified Strategic Account Manager (CSAM) program , giving you the opportunity to continue your CSAM journey, or begin the certification process in Hollywood. For more information on SAMA’s CSAM program, email [email protected].
For assistance in selecting the best SAMA University workshops for you, email us at [email protected] to schedule a call.
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30
1 Buyer’s Perspective: Create, Communicate and Quantify Value for CXO Impact (2 Days)
Monday, May 20, and Tuesday, May 21
Faculty: Executive Conversation, Inc.
Led by a seasoned executive who has spent a career on the other side of the desk – where your customer sits – this session shares a buyer’s perspective on how investment decisions are made. You’ll gain strategies for engaging executive-level buyers and effectively positioning the business value of your solution.
Learn how to:• Find and interpret account information to identify areas of greatest impact
• Translate fi nancial data and trends to identify selling opportunities
• Align your business value with your account’s prioritized initiatives
• Quantify your value using fi nancial metrics meaningful to your account
Course Requirements: Willingness to participate in role-playing exercises.
eLearning Requirements: Certifi cation candidates will be required to complete a self-paced online review and test following the instructor-led workshop.
2 Strategic Negotiation: Changing the Conversation from Price to Solutions (1 Day)
Monday, May 20
Faculty: Think! Inc.
The strategic account manager is uniquely positioned to undertake negotiations that will result in not just a good deal but a great deal. In this session you will bring an account negotiation with you and learn how to diagnose the underlying structure or “blueprint” of a negotiation so you can consistently start turning in great deals. This course shows strategic account managers how to use their relationships, access to information, teams and analytical abilities to forge blockbuster deals with customers.
Topics covered:• How to audit and improve your personal negotiation skills for:
» Determining and acquiring power in high-level, complex negotiations
» Developing strategies for dealing with irrational competitive offers
» Finding ways to create measurable business value by taking pressure off price
» Developing effective ways to negotiate solutions vs. price
• A structured approach to complex business negotiation
• How to integrate this common language and process within your strategic account organization and account team
Course Requirements: Bring an account negotiation with you that we will work on and apply concepts to during the session.
eLearning Requirements: Certifi cation candidates will be required to complete a self-paced online review and test following the instructor-led workshop.
3 Creating Joint Solutions with Strategic Customers (1 Day)
Tuesday, May 21
Faculty: The Summit Group
Value is created by delivering relevant, differentiating solutions that impact what the customer cares most about. This interactive workshop equips strategic account managers with a proven approach and tools to create joint solutions – with the customer – that maximize business impact, increase loyalty and accelerate sustainable profi table growth.
Topics covered: • “Next-level practices” - what the best do differently
• Developing a strategy and framework to collaboratively engage customers in creating joint solutions
• Deepening customer value chain insights to prioritize needs, drivers and opportunities
• Co-developing relevant, differentiating solutions that leverage enterprise capabilities beyond core products and service
• Communicating compelling joint value propositions and business cases
• How to implement a pragmatic, replicable approach to creating joint solutions that ensures competitive immunity, increases relevance and accelerates mutual growth.
Course Requirements: Be prepared to apply creating joint solutions concepts and tools to a strategic account or “must win” opportunity during the session.
eLearning Requirements: Certifi cation candidates will be required to complete a video review and test following the instructor-led workshop.
SAMA University at a Glance
7:30-8:30 Breakfast/Registration
8:30-10:00 Class in session
10:00-10:30 Break
10:30-12:00 Class in session
12:00-1:00 Lunch
1:00-2:30 Class in session
2:30-4:00 Break
4:00-5:00 Class in session
5:00 Adjourn
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31
4 Leading & Managing a Multifunctional Team (1 Day)
Wednesday, May 22
Faculty: Mercuri International
This course develops account managers in the essential skills for leading and managing multifunctional and sometimes geographically remote teams. The course covers team leadership, interpersonal skills and cultural knowledge and sensitivity. Attendees will work in teams using a case study, exercises and role play, and cover key team processes including the account planning process, team building, relationship process, infl uence without authority and coaching. Following each learning segment, attendees will input their own Account Team Plan to identify the relevance and application of the learning to future action items with their own account and account team.
Topics covered: • Building team vision and identity
• Alignment of account and team goals
• Business and national/regional culture and impact in teams
• Leading the team without direct authority
• Working with the network
• Managing the key processes
• Coaching and development in the team
Course Requirements: None
eLearning Requirements: Certifi cation candidates will be required to complete a self-paced online review and test following the instructor-led workshop.
5 Using Presentations to Drive Customer Engagement (1 Day)
Wednesday, May 22
Faculty: IMPAX Corp.
The presentation element of the buy/sell cycle is critical to the success of strategic account relationships. To be effective you have to make business presentations at all levels of your customer’s organization and at different stages of the selling and relationship management cycles. The challenge of balancing effective presentation content with professional, compelling delivery is often a deal-breaker. This workshop addresses and elevates the skills required to successfully compete in a variety of business-to-business presentation situations, while differentiating your company and its offering from that of your competition.
Topics covered:• How to create competitive advantage by leveraging presentations at
different points in the sales cycle
• How to develop a customer-focused sales and relationship management presentation
• How to rehearse presentations to maximize impact
• How to deliver compelling presentations that differentiate you from the competition
• How to utilize internal presentations to gain commitment and consensus
Course Requirements: None
eLearning Requirements: Certifi cation candidates will be required to complete an online review and test following the instructor-led workshop.
For questions on registration, please contact Rhodonna Espinosa at +1-312-251-3131, ext. 38, or [email protected].
The schedules, courses and faculty for SAMA University & SAMA Academy are subject to change. For questions about session content, please contact Elisabeth Cornell at +1-312-251-3131, ext. 16, or [email protected].
For questions on certifi cation, please contact Lisa Reyes at +1-312-251-3131, ext. 20, or [email protected].
SAMA UniversityStrengthen Your Company. Strengthen Your Client Relationships. Strengthen Your Career.
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Register on pages 35 & 38.
SAMA University will be offered eight different times in 2013!
To see when SAMA University is offered, visit https://events.strategicaccounts.org/samau
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Conference Registration Fees
Registration fees include: conference materials & educational sessions, Monday conference opening reception/dinner, Tuesday breakfast/lunch/reception, Wednesday breakfast/lunch/closing dinner, Thursday breakfast and refreshment breaks. Registration fees do not include hotel or airport transportation arrangements.
Which Fee do I Pay?
Registration fees are based upon membership status. Memberships are either “individual” and provide membership benefits to only that individual, or “corporate” and cover every member of your company. For a list of companies that are eligible for corporate-level discounts, call 312-251-3131 ext. 28.
Individual Membership Special
You can save $200 on your Annual Conference Registration fee by signing up for 1 full year of Individual Membership with SAMA! To become an Individual Member fill out the attached Conference Registration form and enter in the Individual Member price of $2,420 (a $200 savings from the Non-Member price) + $450 for 1 year of Individual Membership. We will even waive the $100 initiation fee. A total savings of $300! Have questions, call 1-312-251-3131 ext. 28 or email [email protected].
Annual Conference Cancellation Policy
All cancellations must be submitted in writing (e-mail permitted). The cancellation/refund policy is as follows:
• Through April 5, 2013: Full refunds will be issued.
• April 6 - April 19, 2013: Refunds will be issued minus a $300 administrative fee.
• Starting April 20, 2013: NO REFUNDS will be issued regardless of the date the registration was submitted.
• Replacements are allowed at any time prior to the commencement of the 49th Annual Conference. Please be aware that additional fees may apply if the replacement has a different membership status. Replacements need to fill out the paper registration form and fax to the SAMA Office at 312-251-3132 as the online form requires payment. Please call Rhodonna Espinosa at 312-251-3131 ext. 38 for more information on replacements.
Venue: Westin Diplomat 3555 South Ocean Drive • Hollywood, FL 33019, USA
- 30 to 40 minute drive from Miami International Airport (MIA).
- 15 to 20 minute drive from Fort Lauderdale/Hollywood International Airport (FLL).
Conference Information
Attire: • Conference attire is business casual including social events
• Please be aware that meeting rooms can be cool as temperature is difficult to regulate incrementally
Special Needs: • Special dietary needs will be accommodated to the best of our ability
• SAMA complies with the Americans With Disabilities Act
Contact Rhodonna Espinosa, sr. meetings & registration manager, if you have questions or need further assistance. She can be reached at 312-251-3131 ext. 38 or [email protected].
How to Make Your Westin Diplomat Room Reservation
Hotel reservations can be made after you register for SAMA’s 49th Annual Conference.
• If you register online for the conference: Simply click “Hotel Reservations,” which is available on your personal conference homepage after you complete the registration process.
• If you register via the paper registration form: You will be able to make your hotel room reservation after you have received your confirmation from SAMA that will provide a link and password to your personal conference homepage.
– SAMA rate: $249 (space is limited)
– The cutoff for the Westin Diplomat reservations – Wednesday, April 17, 2013
– Rooms and rates are subject to availability starting – Thursday, April 18, 2013
Questions? Call the Meetings Department at +1 312 251 3131, ext. 38.
Attending SAMA University classes ONLY?
Use this pricing structure:
1-Day Fee 2-Day Fee 3-Day Fee
Corporate Member $995 $1,545 $2,045
Individual Member $1,145 $1,695 $2,345
Non-Member $1,245 $1,895 $2,545
Interested in attending the SAMA Annual Conference ONLY?
You are welcome to attend the Annual Conference and substitute a SAMA University class on any of the dates that sessions are offered – Monday, May 20, through Wednesday, May 22. You will simply pay the Conference fee.
Early Bird Fees Register on or before
01/31/2013
Register after 01/31/2013
Solo Team Solo Team
Corporate Member $2,220 $2,070 $2,295 $2,145
Individual Member $2,345 $2,195 $2,420 $2,270
Non-Member $2,545 $2,395 $2,620 $2,470
Team = 10+ paid attendees from the same company
SAMA University attendees are welcome to join us for evening networking at the SAMA Conference.
Visit the SAMA website for full session descriptions, the latest updates and a downloadable brochure at https://events.strategicaccounts.org/events/2013/conference34
B: Check (payable to SAMA in U.S. dollars)
Mail Check to: SAMA, 33 N. LaSalle St.
Suite 3700, Chicago, IL 60602
❏ Check enclosed ❏ Check in mail
C: ❏ Sending Wire TransferPlease contact Rhodonna Espinosa at [email protected] for the most current wire transfer information.
❏ I would like a Meeting Mentor “Meeting Mentor” - a veteran attendee who will contact you before the Conference, meet you at the First Timer Orientation, show you around, introduce you to people and give you advice on how to get the most out of the meeting.
FIRST Name LAST Name
Company Parent Company Business Title (will appear on badge)
Address
City State / Province Zip / Postal Country
Office Phone Cell/Mobile
Attendee E-Mail Address (required) CC Confirmation E-Mail to: (admin/assistant)
Method of Payment A: Credit Card: ❏ American Express ❏ Visa
❏ MasterCard ❏ Discover
Card Number
Cardholder Name (please print) Exp. Date
Cardholder Signature
Enter fees that apply
Total Fee = $__________
$__________
$__________
$__________
Payment Information
Conference Fee
SAMA U Fee(Applies if only taking SAMA University sessions)
Membership Special Fee ($450, $100 initiation fee is waived)
SAMA’s 49th Annual Conference • May 20 - 23, 2013 • FAX form to 1-312-251-3132 Attendee Registration Form (please print) Questions? Please call the Meetings Department at 312-251-3131, ext 38 (page 1 of 4)
Event Registration Questions (* required)
1.* Which one of the following most closely fits your primary role?
a) National or regional strategic account managerb) Global strategic account managerc) Manager of national, regional or global strategic account managersd) SAM program head, director or other program level management role
e) C-level/senior executive strategist, decision-maker, business unit head, country head
f) Talent management/Learning & Development/HRg) Other functional role supporting strategic accounts (i.e. marketing, finance, IT,
etc.)h) Consultant to the SAM or sales professioni) Academic faculty or researcherj) Other:
2.* How would you assess your current knowledge level of the concepts, pro-cesses and practices for strategic account management?
a) Very low or none b) Low c) Medium
d) High e) Very high/leading edge
3.* How would you assess your company’s maturity in SAM?
a) Very low or none b) Low c) Medium
d) High e) Very high/leading edge
4.*What is your company’s annual sales revenue?a) Under $500M b) $500M-$1B c) $1B-$30B d) $30B-$75B e) $75B+
5.* What is your firm’s (or your division’s) major industry?
Optional:
6.Your age group: a) Under 25 b) 25-34 c) 35-49 d) 50-64 e) 65+
7.Your gender: a) Male b) Female
❏ Acc ounting/Research/Management Services
❏ Agriculture
❏ Building/Construction
❏ Business Services
❏ Che micals/Petroleum Refining/Rubber/Plas-tics/Leather/Glass
❏ Consumer Packaged Goods
❏ Com puter Equipment – Hardware/Networking
❏ Computer Software
❏ Educational/Consulting/Associations
❏ Electronic/Electrical Equipment
❏ Engineering
❏ Finance/Insurance/Real Estate
❏ Food/Tobacco
❏ Health Services
❏ Hotels/Lodging
❏ IT
❏ Industrial and Commercial Machinery
❏ Lumber/Furniture/Paper/Printing
❏ Mea suring/Analysing/Controlling Instruments
❏ Metal Industries
❏ Mining
❏ Motion Pictures/Amusement/Recreation
❏ Personal Services
❏ Pharmaceuticals
❏ Ret ail Trade (Brick and Mortar or Online)
❏ Telecommunications
❏ Textile/Apparel
❏ Transportation
❏ Transportation Equipment
❏ Utilities – Electric/Gas/Sanitary
❏ Wholesale Trade
❏ Other:
Payment must accompany your registration form.
Visit the SAMA website for full session descriptions, the latest updates and a downloadable brochure at https://events.strategicaccounts.org/events/2013/conference 35
Attendee Registration Form (please print) (page 2 of 4)FAX form to 1-312-251-3132
2 Ways to choose your sessions1.) Register online at www.strategicaccounts.org/AC2013
and choose your sessions after you have completed your payment.
2.) Fill out Page 1 of the paper form and you will receive access to the Conference website (via email) after we process your payment.
Completing The Session Selection Form
• Please place an X next to the session of your choice under the choice column to the left of the session title.
• Registration Questions: Please call Rhodonna Espinosa at (312) 251-3131 ext. 38 or email [email protected].
Need Help Deciding Which Classes are Best for You?
Call SAMA at 312-251-3131, ext. 0. Ask for assistance selecting conference sessions and be directed to a knowledgeable staff person; or email [email protected]. Each session has a recommended audience to assist you in your selection.
First Name (required) Last Name (required)
Session Selection Form
Tuesday, May 21, 201310:00am - 11:30am
Choice Session Session Title Pg.
1 TrackMeet: Who Owns the Customer – Capitalizing on the New World Order of Big Data 11
9 TrackMeet: Capitalizing on a Corporate Strategy for Mutual Growth with Strategic Clients – The Hilton Business Case 11
17 TrackMeet: Why Strategic Accounts? Establishing and Communicating the Business Case 11
18 TrackMeet: The “Real” Value of Executive involvement in Strategic Accounts 11
29 TrackMeet: Winning Bids and Building Relationships 12
30 TrackMeet: Reducing Value Leakage in the Negotiation Process 12
40 TrackMeet: Walking in the Shoes of a SAM 12
41 TrackMeet: Conducting Compelling and Powerful Research Interviews to Gain Strategic Customer Knowledge 12
12:00pm - 1:00pm
2 Enterprise Capabilities for an Integrated Solutions Business 12
10 Trust, Collaboration, Solutions—The Journey Toward Successful Strategic Customer Relationships 12
11 Utilizing Strategic Alliances for Managing and Growing Strategic Accounts 13
19 Creating Impact in Pharma with KAM 13
20 Up For Debate: Does the Pareto Rule Apply to the Selection of Your Strategic and Global Strategic Accounts Portfolio? 13
21 Delivering on the “Value Challenge” to Professional Service Firms 13
31 Building an Effective Global Core Team 13
32 Selling Value-Added Services and Solutions 13
33 Managing the “Mothership” – Elevating Your Internal Acumen 14
42 Cycling Voice of Customer Feedback into the Strategic Account Plan and Strategic Action Planning 14
43 Collaborative Acumen: Navigating your Company’s Social Network to Deliver Value 14
2:30pm - 3:30pm
3 Creating and Delivering Value through Channels…What the Best do Differently 14
12 Global Key Account Management Teams: How to Achieve Sustainable Performance Coherent with Company Strategy 14
13 Embedding a Global Process to Create & Maintain Value in Customer Terms 15
22 Changing a Product Company’s Culture and Business Model 15
23 SAM/KAM Incentives: The Importance of Designing Incentive Plans around Fair and Motivational Sales Targets 15
24 Transform a Traditional Vendor Relationship Into a Trusted Strategic Partnership 15
34 The “Real” Role of an Executive at a Strategic Account 15
35 The SAM as Orchestrator of B2B Value Co-Creation 15
36 Up For Debate: Can Win-Win Outcomes be Achieved with Difficult Buyers? 16
44 Maximizing Mutual Value Through Effective Opportunity Prioritization 16
45 Conducting Effective Value Conversations at the C-Level 16
*Session selection options are subject to change based on enrollment
Visit the SAMA website for full session descriptions, the latest updates and a downloadable brochure at https://events.strategicaccounts.org/events/2013/conference36
CANCELLED
First Name (required) Last Name (required)
Attendee Registration Form (please print) (page 3 of 4)FAX form to 1-312-251-3132
Wednesday, May 22, 201310:00am - 11:30am
Choice Session Session Title Pg.
4 TrackMeet: Pricing and Negotiating for Value in Strategic Account Management 16
14 TrackMeet: Organizational Readiness for Co-Creation 17
17 TrackMeet: Why Strategic Accounts? Establishing and Communicating the Business Case 17
28 TrackMeet: Driving SAM Excellence: Best Practices for Effective SAM Execution 17
29 TrackMeet: Winning Bids and Building Relationships 17
30 TrackMeet: Reducing Value Leakage in the Negotiation Process 17
40 TrackMeet: Walking in the Shoes of a SAM 17
41 TrackMeet: Conducting Compelling and Powerful Research Interviews to Gain Strategic Customer Knowledge 18
12:00pm - 1:00pm
5 The New Role of Marketing and What it Means to B2B Sales 18
15 A Documented Solutions Program to Measure Financial Customer Value 18
16 How to Significantly Improve GAMs’ Productivity in order to Focus on Strategy and Untapped Revenues 18
19 Creating Impact in Pharma with KAM 19
25 Knowing Your Customer’s Customer: Creating Value by Delivering Third Party Knowledge and Expertise 19
26 Customer Stratification – The First Step in Global SAM Execution 19
37 Up For Debate: How Personal Relationships Matter with Strategic Customer Senior Executives 19
38 What High Performing Strategic Account Managers and Teams Do 19
39 Coaching Throughout the Account Planning and Management Process 19
46 Using Account Metrics to Close Business 20
47 Playing Better Poker with Customers to Improve Sales 20
2:30pm - 3:30pm
6 Strengthening the Customer Relationship Through Reciprocal Executive Mentoring 20
10 Trust, Collaboration, Solutions—The Journey Toward Successful Strategic Customer Relationships 20
12 Global Key Account Management Teams: How to Achieve Sustainable Performance Coherent with Company Strategy 20
20 Up For Debate: Does the Pareto Rule Apply to the Selection of Your Strategic and Global Strategic Accounts Portfolio? 20
21 Delivering on the “Value Challenge” to Professional Service Firms 21
27 Prescribing a New Focus on Customer Business Value 21
31 Building an Effective Global Core Team 21
32 Selling Value-Added Services and Solutions 21
33 Managing the “Mothership” – Elevating Your Internal Acumen 21
42 Cycling Voice of Customer Feedback into the Strategic Account Plan and Strategic Action Planning 21
43 Collaborative Acumen: Navigating your Company’s Social Network to Deliver Value 22
Executive Strategy & Decision-Making
• Executives governing overall SAM strategy and/or operational decision-making
• Sr.-level SAMs in key decision-making roles or on an executive career path
Focus on the top future-facing issues & concerns of senior decision-makers & are conducted in interactive formats.
SAM Program Design, Structure & Management
NEXT LEVEL PRACTICES -Mature Programs• Sr. managers & executives seeking
to continually improve & innovate their strategic/global accounts program
• Sr. leaders wanting to benchmark SAM/GAM best practices
Present next level practices & examine key areas required for SAM excellence, led by seasoned executives
SAM Program Design, Structure & Management
CORE ENABLERS - New & Developing Programs • Sr. managers and executives
engaged in planning, launching or managing a strategic accounts program/initiative
• SAMs seeking an understanding of the overall context & shift to a customer-centric culture
Examine vital capabilities & enablers for developing & sustaining a strategic accounts organization.
Essentials of SAMIntermediate/Advanced: • Sr.-level SAMs with several years’
experience managing strategic customers
• Managers & executives seeking to raise the level of SAM competency & performance
Address the strategy & discipline of advanced SAM practices & facilitate the peer exchange of experience & insights in managing highly complex customers.
Essentials of SAMFoundational: • New and developing SAMs
• Managers & executives who are new to SAM
• Professionals who develop & coach SAMs
Cover fundamentals of the SAM position, including role, responsibilities, activities & behaviors essential to managing a strategic customer for optimal growth & profitability.
FE AP P
*Session selection options are subject to change based on enrollment
Visit the SAMA website for full session descriptions, the latest updates and a downloadable brochure at https://events.strategicaccounts.org/events/2013/conference 37
Thursday, May 23, 20139:00am - 10:00am
Choice Session Session Title Pg.
7 Leaders Leading Change 22
11 Utilizing Strategic Alliances for Managing and Growing Strategic Accounts 22
13 Embedding a Global Process to Create & Maintain Value in Customer Terms 22
22 Changing a Product Company’s Culture and Business Model 22
23 SAM/KAM Incentives: The Importance of Designing Incentive Plans around Fair and Motivational Sales Targets 23
24 Transform a Traditional Vendor Relationship Into a Trusted Strategic Partnership 23
34 The “Real” Role of an Executive at a Strategic Account 23
35 The SAM as Orchestrator of B2B Value Co-Creation 23
36 Up For Debate: Can Win-Win Outcomes be Achieved with Difficult Buyers? 23
44 Maximizing Mutual Value Through Effective Opportunity Prioritization 23
45 Conducting Effective Value Conversations at the C-Level 24
10:30am - 11:30am
8 Creating and Implementing a Value Ecosystem to Eliminate Commoditization and Price Pressure 24
15 A Documented Solutions Program to Measure Financial Customer Value 24
16 How to Significantly Improve GAMs’ Productivity in order to Focus on Strategy and Untapped Revenues 24
25 Knowing Your Customer’s Customer: Creating Value by Delivering Third Party Knowledge and Expertise 24
26 Customer Stratification – The First Step in Global SAM Execution 24
27 Prescribing a New Focus on Customer Business Value 25
37 Up For Debate: How Personal Relationships Matter with Strategic Customer Senior Executives 25
38 What High Performing Strategic Account Managers and Teams Do 25
39 Coaching Throughout the Account Planning and Management Process 25
46 Using Account Metrics to Close Business 25
47 Playing Better Poker with Customers to Improve Sales 25
Essentials of SAM, Foundational
Focuses on core strategic account manager skills for new/developing SAM professionals.
Essentials of SAM, Advanced
Builds upon core SAM skills for intermediate to advanced strategic/global account managers with at least 3-5 years’ experience.
SAM Program Organization Design & Management
For SAM program directors/managers as well as senior sales and marketing executives sponsoring or leading a SAM initiative.
PPPPPPPPPAAAAAAAAAAAAAFFFFFFFFFFF
Monday, May 20 Tuesday, May 21 Wednesday, May 22
1 Buyer’s Perspective: Create, Communicate & Quantify Value at the CxO Level (Day 1 of 2)
1 Buyer’s Perspective: Create, Communicate & Quantify Value at the CxO Level (Day 2 of 2)
4 Leading & Managing a Multifunctional Team
2 Strategic Negotiation: Changing the Conversation from Price to Solutions
3 Creating Joint Solutions with Strategic Customers
5 Using Presentations to Drive Customer Engagement
PPPPPPPPPPAAAAAAAAAAAAAAAAAAAAAAAAAA FFFFFFFFFFFFFFFFFFFFF
FFFFFFFFFFF FFFFFFFFFFF
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Session Selections for SAMA University Registration Check (✓) one course selection per day.
SAMA University | May 20-22 2013 | Westin Diplomat Hotel • Hollywood, FL
Visit https://events.strategicaccounts.org/samau/ for full session descriptions.
S
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Attendee Registration Form (please print) (page 4 of 4)
First Name (required) Last Name (required)
Visit the SAMA website for full session descriptions, the latest updates and a downloadable brochure at https://events.strategicaccounts.org/events/2013/conference38
FAX form to 1-312-251-3132
3M*
ABB*
Abbott Laboratories*
Accenture
Accor Hospitality*
Actuant Corporation
Adecco*
ADP*
ADT Security Services Inc.*
AECOM
AIM Trimark
Air Liquide
Allstate
Alstom Grid
Amadeus
American Airlines
American Express
American Home Shield
American Hotel Register Company
AmerisourceBergen
Amgen Canada*
ARAMARK
Arbitron Inc.
Arcadis
ArcelorMittal
Areva
Armstrong World Industries
Ashland Inc.*
Assurant Solutions*
AstraZeneca
AT&T
Autodesk*
Avaya*
Bandag
BASF*
Baxter Corporation
Bayer Corporation
Becton Dickenson
Belden*
Bentley Systems*
Boehringer Ingelheim*
Boise Inc.
Brenntag
Bridgestone
Bristol-Myers Squibb
British Airways
British Telecom
C.H. Robinson Worldwide, Inc*
Canada Post Corporation
Canadian Pacific
Railway
Canon USA
Cardinal Health
CARFAX
Cargill*
Cargotec Corporation
Carrier Corporation
Caterpillar
CenturyVallen
Ceva Animal Health
Champion Technologies*
ChemAqua
Chevron
CIGNA
CINTAS
Cisco
Citigroup
Coca-Cola
CommScope
Continental
Con-way, Inc.
CoreLogic*
Cushman & Wakefield
Daimler Chrysler Corp.
Damco*
Dayton Superior Corporation
Dell Inc.
Deloitte*
Delta Air Lines
DHL*
Diebold, Inc.*
Domtar*
Donaldson Company, Inc.
Dow Chemical
Dow Corning Corporation
Dow Jones
DuPont
Dynacast
Dyno Nobel
Eastman Chemical Company
Eaton Corporation
Ecolab
Electrolux
Eli Lilly*
EMD Serono
Emerson Process Management*
Endress + Hauser*
Equifax, Inc.
Ernst & Young
Essilor International
Evonik Degussa
Expeditors International
Experian
Express Scripts, Inc.
Extended Stay Hotels
ExxonMobil
Fedex
Fisher-Rosemount
Fluor Corporation
FMC Corporation
Fortis Bank Nederland
Franklin Templeton Investments
Freeman*
Frontier Airlines, Inc.
Fujitsu Services
G&K Services
Gaylord Hotels
GDF Suez
General Electric
Georgia Pacific Corporation
Gerresheimer AG*
GlaxoSmithKline
Goodyear
Gordon Flesch Co.
Graybar Electric
GSA*
H.B. Fuller Company
Henkel Corporation
Herman Miller
Hewlett-Packard*
Hilti Inc.
Hilton Worldwide*
Hitachi Data Systems
Hoffmann La Roche Limited*
HOK Architects
Honeywell
IBM*
Imperial Tobacco Group
Ingersoll Rand*
InterContinental Hotels Group*
International Paper
Iron Mountain
ITT Industries
JDA Software
John Deere*
Johnson & Johnson*
Johnson Controls, Inc*
JPMorgan Chase
Kaiser Permanente
KBR
Kellogg Company
Kelly Services
Kimberly Clark
KLA-Tencor
Kodak
KONE*
Konica Minolta*
KPMG
Kraft Foods
Lafarge North America
Lanier Worldwide
Legrand
Linde AG
Livingston International
Louisiana Pacific Corp.
Lutron Electronics*
Maersk Line*
Manpower Inc.
Maritz Inc.
Marriott International
MasterCard International
McGraw-Hill, Platts
McKesson
McKinsey & Company
Medtronic*
Merck
Metso
Mettler-Toledo, Inc.
Michelin
Microchip Technology Inc.
Microsoft Corporation*
Miller Brewing Company
Mine Safety Appliances
Mitsubishi
Mizuno USA
MobiNil
Mohawk Industries
Mold Masters*
Molex, Inc.
Monsanto Company
Morningstar, Inc.
Morton Salt
Motorola*
MSC Industrial Supply Company
Murata Electronics
Nalco*
National Grid USA
National Instruments
National Starch & Chemical Co.
NetApp
New Balance Athletic Shoe, Inc.
New York Life
NEXANS*
Nokia
Novar
Novartis*
Novozymes*
Oakwood Worldwide
Office Depot
OfficeMax
Olympus Latin America, Inc.
Omni Hotels
Omron Electronics LLC
Oppenheimer Funds
Oracle
Orica
Otis Elevator Company
Owens Corning
Pall Corporation*
Panduit
Parker Hannifin
Pearson Education
Pelco
Penske Truck Leasing
Pepsico
Pfizer Animal Health*
Pfizer*
PharMerica Corp.
PHH Arval
Philips International
Pitney Bowes, Inc.*
PolyOne Corporation*
Praxair, Inc.
Procter & Gamble*
Prudential
PSAV Presentation Services
Puffer-Sweiven
Quaker Foods & Beverages
QUALCOMM*
R.R. Donnelley
Railinc
Randstad
RBC Dexia
Reed Elsevier
Reichhold Chemical
Research in Motion
Reynolds & Reynolds
Ricoh
Robert Bosch
Roche*
Rockwell Automation*
Ryder Transportation Services
S. C. Johnson
Safety-Kleen Corporation*
SAIC
Salesforce.com
Samsung Electronics*
Samuel Strapping Systems
Sandvik
SAP
Schlumberger
Schneider Electric*
Sears
Senco Products Inc.
Shell Chemical Company
Sherwin Williams*
Siemens*
Sigma-Aldrich
SKF*
Smith & Nephew
Smurfit-Stone Container Corporation
Sodexo
Sonoco Products Company*
South African Airways
Southco, Inc
Southern Company
Southwest Airlines
Spirent Communications
Sprint
Standard Register
Staples
Starbucks Coffee Company
Starwood Hotels
State Farm Insurance
Sto Corporation
Stora Enso
Sun Chemical
Sun Life Financial
Surescripts
TALX Corporation
TATA
Tate & Lyle North America
Telerx
Telkom SA Limited
Tennant Company
tesa tape, Inc.
Tetra Pak
Texas Instruments
The Bank of New York Mellon
The Jackson Laboratory
Therma-Tru Corporation
Thomson Reuters
TIC Holdings, Inc.
Time Warner
Toshiba Medical Systems
Trane Company
Transamerica Fund Advisors
Tyco Electronics
Tyco International*
Ulbrich Stainless Steel
Union Pacific Railroad
United Airlines
US Office of Personnel Management
United States Postal Service*
United Way Worldwide
UnitedHealth Group
UPM - Kymmene
UPS
US Bank
Valerus Compression Services, LP
Varco Drilling Equipment
Veolia Environmental Services
VeriSign
Verizon
Vestas Wind Systems A/S*
VMware
W. W. Grainger
Wacker Chemical Corp
Wartsila Corporation
Waste Management, Inc.
Wells Fargo
Wesco
Westinghouse Electric
West PharmaceuticalServices
Weyerhaeuser Company
Wheels Inc.
Whirlpool Corporation
Xerox Corporation*
Xylem
Zurich Financial Services Group*
This is a partial list of the companies represented at past Annual Conferences.
Are your suppliers, customers and competitors here? Then you should be too.
Visit the SAMA website for full session descriptions, the latest updates and a downloadable brochure at https://events.strategicaccounts.org/events/2013/conference 39
20
13 S
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essio
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&
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-MA
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1 TrackMeet: Who Owns the Customer – Capitalizing on the New World Order of Big Data
2 Enterprise Capabilities for an Integrated Solutions Business
3 Creating and Delivering Value through Channels…What the Best do Differently
4 TrackMeet: Pricing and Negotiating for Value in Strategic Account Management
5 The New Role of Marketing and What it Means to B2B Sales
6 Strengthening the Customer Relationship Through Reciprocal Executive Mentoring
7 Leaders Leading Change
8 Creating and Implementing a Value Ecosystem to Eliminate Commoditization and Price Pressure
SA
M P
RO
GR
AM
DE
SIG
N,
STR
UC
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E &
MA
NA
GE
ME
NT
Nex
t Le
vel P
ract
ices
9 TrackMeet: Capitalizing on a Corporate Strategy for Mutual Growth with Strategic Clients – The Hilton Business Case
10 Trust, Collaboration, Solutions—The Journey Toward Successful Strategic Customer Relationships
11 Utilizing Strategic Alliances for Managing and Growing Strategic Accounts
12 Global Key Account Management Teams: How to Achieve Sustainable Performance Coherent with Company Strategy
13 Embedding a Global Process to Create & Maintain Value in Customer Terms
14 TrackMeet: Organizational Readiness for Co-Creation
15 A Documented Solutions Program to Measure Financial Customer Value
16 How to Significantly Improve GAMs’ Productivity in Order to Focus on Strategy and Untapped Revenues
SA
M P
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GR
AM
DE
SIG
N, S
TRU
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&
MA
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ME
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Co
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17 TrackMeet: Why Strategic Accounts? Establishing and Communicating the Business Case
18 TrackMeet: The “Real” Value of Executive Involvement in Strategic Accounts
19 Creating Impact in Pharma with KAM
20 Up For Debate: Does the Pareto Rule Apply to the Selection of Your Strategic and Global Strategic Accounts Portfolio?
21 Delivering on the “Value Challenge” to Professional Service Firms
22 Changing a Product Company’s Culture and Business Model
23 SAM/KAM Incentives: The Importance of Designing Incentive Plans around Fair and Motivational Sales Targets
24 Transform a Traditional Vendor Relationship Into a Trusted Strategic Partnership
25 Knowing Your Customer’s Customer: Creating Value by Delivering Third Party Knowledge and Expertise
26 Customer Stratification – The First Step in Global SAM Execution
27 Prescribing a New Focus on Customer Business Value
28 TrackMeet: Driving SAM Excellence: Best Practices for Effective SAM Execution
ES
SE
NTI
ALS
OF
SA
MIn
term
ed
iate
/Ad
van
ced
29 TrackMeet: Winning Bids and Building Relationships
30 TrackMeet: Reducing Value Leakage in the Negotiation Process
31 Building an Effective Global Core Team
32 Selling Value-Added Services and Solutions
33 Managing the “Mothership” – Elevating Your Internal Acumen
34 The “Real” Role of an Executive at a Strategic Account
35 The SAM as Orchestrator of B2B Value Co-Creation
36 Up For Debate: Can Win-Win Outcomes be Achieved with Difficult Buyers?
37 Up For Debate: How Personal Relationships Matter with Strategic Customer Senior Executives
38 What High Performing Strategic Account Managers and Teams Do
39 Coaching Throughout the Account Planning and Management Process
ES
SE
NTI
ALS
OF
SA
MF
ou
nd
atio
na
l
40 TrackMeet: Walking in the Shoes of a SAM
41 TrackMeet: Conducting Compelling and Powerful Research Interviews to Gain Strategic Customer Knowledge
42 Cycling Voice of Customer Feedback into the Strategic Account Plan and Strategic Action Planning
43 Collaborative Acumen: Navigating your Company’s Social Network to Deliver Value
44 Maximizing Mutual Value Through Effective Opportunity Prioritization
45 Conducting Effective Value Conversations at the C-Level
46 Using Account Metrics to Close Business
47 Playing Better Poker with Customers to Improve Sales
Visit the SAMA website for full session descriptions, the latest updates and downloadable brochure at https://events.strategicaccounts.org/events/2013/conference
CANCELLED