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Unlocking New Value with the "Value Creation Compass"
Journal
Velocity
ISSN
keine
Type
newspaper article
Date Issued
2022-11-01
Author(s)
Abstract
Nothing is as constant as change, and strategic account management is not exempt from constant evolution. But the last two and a half years of global pandemic and its aftermath have resulted in unprecedented, significant and lasting change. Supply chain disruption, accelerated digitization, hybrid customer interactions and a greater focus on economic value on both the seller and buyer sides are just a few of these developments. Strategic account managers, as guardians of high-value business relationships, have been busy reallocating resources to prove delivery reliability and true partnership in times of crisis. At the same time, many customers were forced (and also had the time) to rethink and adapt their business models and value chains in pursuit of sustainability and competitiveness in the emerging "new normal."
With this in mind, how can strategic account managers continue to create value and growth, both for their company and for their customers? What value should be prioritized; what activities should be practiced? These are questions frequently asked today by executives looking to future-proof their sales organizations. Five business-to-business companies joined forces in Spring 2021 to explore this shift and find answers to transform their strategic customer management practices. One result of the consortia's work is the Value Creation Compass.
With this in mind, how can strategic account managers continue to create value and growth, both for their company and for their customers? What value should be prioritized; what activities should be practiced? These are questions frequently asked today by executives looking to future-proof their sales organizations. Five business-to-business companies joined forces in Spring 2021 to explore this shift and find answers to transform their strategic customer management practices. One result of the consortia's work is the Value Creation Compass.
Language
English
Keywords
Value Creation
Growth
Strategic Account Management
HSG Classification
contribution to practical use / society
Publisher
Strategic Account Management Association (SAMA)
Publisher place
Chicago
Volume
24
Number
3
Start page
33
End page
37
Pages
5
Subject(s)
Division(s)
Eprints ID
267759