Click on a workshop title below to read the description. Open more than one at a time to compare workshops!
Download the Brochure(12mb PDF)
| 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 |