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1:00 – 2:30pm
S1
Information Session on SAMA's Certification Program for the CSAM (Certified Strategic Account Manager)
3:00 – 5:00pm
S2
Developing a Robust Framework for Customer Value
  Essentials of SAM:
Foundational
Essentials of SAM:
Advanced
SAM Program Design, Structure, & Management
Core Elements & Enablers
SAM Program Design, Structure, & Management
Next Level Practices
Executive Strategy & Decision–Making Sponsor Sessions:
SAM Tools Lab
10:00am – 12:00pm
F1
TrackMeet - Walking in the Shoes of a Strategic Account Manager
A1
TrackMeet - The Customer View of Value in Supplier Relationships
P1-1
TrackMeet - Transforming the Sales Force - Anticipating the Journey (IBM, Mold-Masters, Catalent Pharma Solutions)
F2
TrackMeet - Influencing Internal and External Stakeholders to Drive Alignment and Sales Optimization
A2
TrackMeet - Leading a High-Performing Global Customer Team
P1-2
TrackMeet - The Art and Science of Strategic Account Selection (Assurant Solutions, John Deere Financial)
P2-1
TrackMeet - Supply Chain Collaboration: the Catalyst for Strategic Customer Management (OfficeMax)
E1
TrackMeet - Aligning Strategies to Executive-Level Customer Programs (Amerisource Bergen, Infor, Standard Register)
1:00pm – 2:30pm
F3
Why Customers Want a Strategic Account Manager and Not a Strategic Account Salesperson
A3
Mutual Business Planning for Customer Value Creation
P1-3
Transformation, Innovation and Elevation with Strategic Accounts (Hilton Worldwide)
P2-2
Sustainability in Key Account Management (Siemens)
E2
How to Determine the Real Value of Strategic Accounts (ABB, IBM, SAS Institute)
TL1
Solutions for Mobilizing Your Field Staff (sponsored by UpSync)
F4
Developing and Delivering Relevant Value Propositions
A4
Building C-Suite Influence
P1-4
Linking Your SAM and Negotiation Approach to Maximize Value (Baxter)
P2-3
Creating an Executive Sponsorship Program that Builds Deep Customer Relationships and Creates Internal Buy-In (Tyco International)
F5
Meeting the Challenges of Account Plan Execution
A8
Bridging the Cultural Divide for Business Success (Schneider Electric)
3:00pm –4:30pm
F10
Using The Power of Nice for Effective Conflict Resolution
A5
Strengthening Your Team's Ability to Think Strategically
P1-5
Identifying and Leveraging the Next Generation Strategic Account Manager Mindset (DHL, Siemens, Xerox)
P2-6
Effectively Linking Your Services and Strategic Account Management Strategies (Arizona State University, DuPont, Xerox)
E3
Beyond the M&A Chaos: Beating the Odds to Capture Growth Synergy (Nalco)
TL2
Use "Smart" Technology to Revolutionize the Way You and Your SAMs Negotiate Internally and Externally (sponsored by Think! Inc)
F7
Account Management Strategies for Creating Competitive Immunity
A6
Understanding Customer Relationship Value Scorecards
P1-6
The Strategy of Building and Sustaining a SAM Program in a Professional Services Firm (HOK Architects)
P2-9
Global Excellence in a Decentralized Professional Services Organization (Deloitte)
F8
7 Laws for Strategic Account Negotiation Success
A7
Social Selling Presence: Tips to Manage Your Personal and Brand Reputation Online (IBM)
  Essentials of SAM:
Foundational
Essentials of SAM:
Advanced
SAM Program Design, Structure, & Management
Core Elements & Enablers
SAM Program Design, Structure, & Management
Next Level Practices
Executive Strategy & Decision–Making Sponsor Sessions:
SAM Tools Lab
9:30am –11:00am
F9
Winning Access to the CxOs
A5
Strengthening Your Team's Ability to Think Strategically
P1-7
Leveraging Industry Vertical Focus into a SAM organization for Accelerated Account Development (Belden)
P2-4
Driving Exponential Growth through Strategic Alliances (VMware)
E4
Delivering Exceptional Customer Value through Integrated Customer Engagement - An Emerson Process Management Case Study
TL3
A Technology Solution for Selecting, Aligning and Developing SAMs (sponsored by Chally)
F10
Using The Power of Nice for Effective Conflict Resolution
A6
Understanding Customer Relationship Value Scorecards
P1-8
Maximizing Your SAM Program in a Matrix Organization (IHG)
P2-5
Enterprise Capabilities for an Integrated Solutions Business
F11
Using Presentations to Create Differentiation in a Procurement/RFP Environment
A13
Coaching Insights for SAMs Leading Teams and Managers of SAMs
11:30am –1:00pm
F12
Selecting and Executing a Competitive Account Strategy for Expanding Wallet-Share
A3
Mutual Business Planning for Customer Value Creation
P1-9
Creating a Roadmap for a New Strategic/Global Accounts Program (Avaya)
P2-7
The Creative Quotient: Adding Innovation to Strategic Account Channel Management (Intuit)
E5
Leadership Imperatives for Higher Organic Growth Through Your Strategic Accounts Organization
TL4
A Collaborative, Visual Tool for Mapping Strategic Accounts (sponsored by Revegy)
F13
Becoming More Strategic through Innovation with Your Customers
A4
Building C-Suite Influence
P1-10
Executing Customer Insights into Action (CHEP)
P2-10
The SAM as Orchestrator of the B2B Co-Creation Process
F3
Why Customers Want a Strategic Account Manager and Not a Strategic Account Salesperson
A11
Achieve Internal and External Objectives in Close Partnership with Your Executive Sponsor (Schneider Electric)
2:00pm –3:30pm
F5
Meeting the Challenges of Account Plan Execution
A9
How You Can Build Customer Focus within Your Company (NetApp)
P1-5
Identifying and Leveraging the Next Generation Strategic Account Manager Mindset (DHL, Siemens, Xerox)
P2-4
Driving Exponential Growth through Strategic Alliances (VMware)
E6
Building SAM Capabilities to Increase Firm Performance via Pricing (Ardex)
TL5
Customer Experience Optimization: Customer Dashboard Solution (sponsored by Vivisimo)
F9
Winning Access to the CxOs
A10
Best Practices in Preparing and Negotiating Solutions in a Commodity Market
P1-9
Creating a Roadmap for a New Strategic/Global Accounts Program (Avaya)
P2-5
Enterprise Capabilities for an Integrated Solutions Business
F6
Building a Metrics-Based SAM Dashboard
A12
Managing and Selling to a Government Strategic Account (Chevron)
3:30pm
to
5:00pm
TS1
TRACK SOCIAL 1: Essentials of SAM (Foundational)
TS2
TRACK SOCIAL 2: Essentials of SAM (Advanced)
TS3
TRACK SOCIAL 3: SAM Program Design, Structure & Management (Core Elements & Enablers)
TS4
TRACK SOCIAL 4: SAM Program Design, Structure & Management (Next Level Best Practices)
TS5
TRACK SOCIAL 5: Executive Strategy & Decision-Making
  Essentials of SAM:
Foundational
Essentials of SAM:
Advanced
SAM Program Design, Structure, & Management
Core Elements & Enablers
SAM Program Design, Structure, & Management
Next Level Practices
Executive Strategy & Decision–Making Sponsor Sessions:
SAM Tools Lab
9:00am –10:30am
F6
Building a Metrics-Based SAM Dashboard
A7
Social Selling Presence: Tips to Manage Your Personal and Brand Reputation Online (IBM)
P1-3
Transformation, Innovation and Elevation with Strategic Accounts (Hilton Worldwide)
P2-6
Effectively Linking Your Services and Strategic Account Management Strategies (Arizona State University, DuPont, Xerox)
E7
Operationalizing Your Demand Creation Sales Engine
TL1
Solutions for Mobilizing Your Field Staff (sponsored by UpSync)
F7
Account Management Strategies for Creating Competitive Immunity
A8
Bridging the Cultural Divide for Business Success (Schneider Electric)
P1-4
Linking Your SAM and Negotiation Approach to Maximize Value (Baxter)
P2-8
How to Grow Your Business by Understanding and Improving Your Differential Value Proposition (DVP™)(GE)
F8
7 Laws for Strategic Account Negotiation Success
A9
How You Can Build Customer Focus within Your Company (NetApp)
11:00am –12:30pm
F4
Developing and Delivering Relevant Value Propositions
A10
Best Practices in Preparing and Negotiating Solutions in a Commodity Market
P1-7
Leveraging Industry Vertical Focus into a SAM organization for Accelerated Account Development (Belden)
P2-2
Sustainability in Key Account Management (Siemens)
E8
"Big Data" Application for B2B Sales and Customer Management
TL6
Render®: software makes Differential Value Proposition (DVP) real(sponsored by Valkre)
F12
Selecting and Executing a Competitive Account Strategy for Expanding Wallet-Share
A11
Achieve Internal and External Objectives in Close Partnership with Your Executive Sponsor (Schneider Electric)
P1-8
Maximizing Your SAM Program in a Matrix Organization (IHG)
P2-3
Creating an Executive Sponsorship Program that Builds Deep Customer Relationships and Creates Internal Buy-In (Tyco International)
F13
Becoming More Strategic through Innovation with Your Customers
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