As the business cycle becomes increasingly uncertain and volatile, Western B-to-B enterprises are making profitable growth their top priority.

At SAMA, we are convinced that strategic customer management is THE force for profitable growth.

At the 2012 Pan-European Conference, held in Prague 11-13 March, 2012, we will focus on answering the following questions:

Do you know where the greatest opportunities for profitable growth are within your strategic customer segment?
Are they new services, new solutions, business value model innovations?
Is it the globalization of the SAM organization?
Is it organizing by industry verticals?
Is it managing the strategic customer's ecosystem differently from the past?

For each of the growth avenues presented and discussed, this conference will define different vectors of growth, identify the major challenges and obstacles, and discuss the opportunities to be seized and strategies to be adopted in strategic customer management.

Sessions will be supported by case examples and best practices of implementation – the HOW.

See you in Prague!
Yours sincerely,

quancard signature
Bernard Quancard,
President and CEO
Strategic Account Management Association

PEC Attendees: Click here for mobile site

Leveraging the power of the enterprise to realize your firm's full potential for growth with strategic customers is within your reach – which strategies, resources and paths of execution will get you there?

Create your personal conference schedule from approximately 25 different educational sessions oriented to strategic/global account managers and managers of SAMs, as well as program leaders and C-level executives in new and established SAM/GAM organizations.

Discussion Topics Include:

SAM on the CEO Agenda l Executive Sponsorship

Building the business case for strategic accounts and a central SAM program office
Leading by example to create a top-down customer-centric culture
Accountabilities & metrics of an executive sponsor

Services and Solutions l Business Model Innovation l Sustainability

Transitioning "products" to "service solutions"
Winning with an unsolicited proposal
Enabling sustainable strategic relationships through account management productivity

Transformation of the SAM Organization l Industry Verticals

Scaling and commercializing customer solutions
Optimize the strategic value of industry verticals in account strategy and planning

Globalization l Geographic Priorities l Channel Partner Management

Empowering and enabling local execution of global strategies
View of an effective strategic channel partner relationship at the service the SAM strategy

Plus a number of core foundational sessions in the Essentials of SAM

The differentiating skills of a SAM
Developing savvy in selling services
Assessing the "maturity" of a customer's procurement organization

Download the brochure! (5.8mb PDF)

Keynote Speakers
Monday, 12 March 8:40-9:30		Tuesday, 13 March 8:40-9:30

	Vartan Vartanian President SKF Service Division, SKF Group		Professor Kaj Storbacka Chair of Marketing at the University of Auckland Business School, Founder & Chairman of Vectia, Ltd.
Profitable Growth through Creating and Capturing Customer Value		Driving Growth by Transforming From Product Sales to Integrated Solutions

SPECIAL SUNDAY SESSIONS

Sunday, 11 March | 14:00-15:30 *All Attendees

Speaker: Patty Vega Director of Marketing & Strategic Initiatives, SAMA

Information Session on SAMA's Certification Program for CSAM (Certified Strategic Account Manager)

For individuals and companies interested in developing the foundational skills and competencies of a strategic, key or global account manager, this session will provide an overview of SAMA's new certification program covering the SAM competency model, self and manager assessment, integrated curriculum and the steps to certification.

Sponsored by

Sunday, 11 March | 16:00-18:00 *All Attendees

Co-Hosts:
Dr. Hajo Rapp, SVP Account Management & Market Development, Siemens AG
and Kaj Storbacka, Founder & Chairman, Vectia, Ltd. Academic

An Academic Forum for Strategic Account Management Practitioners

Business-relevant insights into SAM's greatest challenges and best opportunities for profitable growth, with a panel of leading SAM/GAM academics.

Panelists: George Yip, Professor of Management, China Europe International Business School;
Florian Kraus, Dr. Werner Jackstädt Endowed Chair of Business Administration and Marketing, University of Mannheim

Pan-European Registration Fees
	Early Bird (through 11/30/2011)		Regular (after 11/30/11)
	Solo	Team	Solo	Team
Corp. Member	€1595	€1455	€1595	€1505
Inv. Member	€1695	€1605	€1745	€1655
Non-Member	€1870	€1780	€1920	€1830
Team = 5 or more paid attendees from the same company

Don't forget to register for SAMA Academy Click here for more information or to register for SAMA Academy - Prague, 14-15 March, 2012.
	1 Day Fee		2 Day Fee
		PEC Attendee		PEC Attendee
Corp. Member	€845	€745	€1415	€1215
Inv. Member	€970	€870	€1620	€1420
Non-Member	€1055	€955	€1760	€1560
Attend the Pan-European Conference and receive a 100 Euro per day discount (200 Euros for 2 days) on SAMA Academy!