As we speak today, if I look at all the companies that have a strategic account management program or initiative, I would say that unfortunately between 50% and as much as 70% of the strategic account managers (SAM) are actually doing commercial coordination. There is some value in doing commercial coordination, but it’s not what we mean when we talk about strategic account management. The core of the strategic account management initiative is the frst phase of creating value for the customer.

Interview: Nurturing value quantification capabilities in strategic account managers

Hinterhuber, Andreas;
2022-01-01

Abstract

As we speak today, if I look at all the companies that have a strategic account management program or initiative, I would say that unfortunately between 50% and as much as 70% of the strategic account managers (SAM) are actually doing commercial coordination. There is some value in doing commercial coordination, but it’s not what we mean when we talk about strategic account management. The core of the strategic account management initiative is the frst phase of creating value for the customer.
Value First, Then Price: Building Value-Based Pricing Strategies
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Utilizza questo identificativo per citare o creare un link a questo documento: https://hdl.handle.net/10278/5010881
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