The Digitalization Drive - Elevating Strategic Account Management

Kaj Storbacka, Professor, Markets and Strategy, University of Auckland Business School

Wednesday | April 19th | 3 p.m. CST

SAMA Focus Area

Strategic Account & Opportunity Planning, Strategic Thinking, Technology,

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Digitalization has a profound impact on strategy and business practice in all industries. Fundamental to understanding how SAM and SAM programs should adapt is the realization that changes in SAM practices are driven not only by the emergence of new digital technologies but, even more importantly, by the modifications in strategy and business models that digitalization drives. Join us as Professor Kaj Storbacka, author of SAMA's latest research on digitalization, addresses the Future of SAM driven by digitalization and business model innovation, and what to do and where to start - using the customer journey as a reference point for development.


$99.00 - SAMA Individual Members

$169.00 - SAMA Non-members (This $169 can be applied toward your $550 membership fee if you join SAMA.)

Free - SAMA Corporate Member Companies (They have access to all live and on-demand webinars.)

Presenter Information

LaVon Koerner

Kaj Storbacka is Professor, Markets and Strategy at the University of Auckland Business School's Graduate School of Management. He has previously been Professor of Sales and Account Management at the Nyenrode Business Universiteit in the Netherlands and Professor of Marketing Strategy at Hanken School of Economics in Finland. His main research focuses on market and business model innovation, market shaping strategies and solution business transformation.
Dr Storbacka has made a career out of working on the borderline between academic and applied research within marketing and strategic management. He has over 30 years of background as a strategy consultant to European and global companies – in finance, media, travel, retail, utility, manufacturing and telecommunications. Out of this time, he spent 18 years leading Vectia Ltd, a consultancy operating in Finland, Sweden, Germany and the Netherlands that he founded in 1994.
Kaj has a long background in executive education, running MBA and executive MBA courses in New Zealand, Finland, Singapore and Shanghai. He is a frequent speaker at internal seminars for major global corporations, and at leading management development institutions in Europe, Asia and the US. Kaj has published 12 books, some of which have been translated into several languages, and over 30 academic articles. His work has been cited over 6000 times, according to Google Scholar.

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