• What is KAM
    • KAM Definition
    • KAM Competencies
  • KAM of the Year
  • About AKAM
  • Events
  • Qualifications
    • PostGraduate Certificate
    • PostGraduate Diploma
    • Professional Diploma
    • Doctorate in Business Administration
  • Join AKAM
  • Login
  • What is KAM
    • KAM Definition
    • KAM Competencies
  • KAM of the Year
  • About AKAM
  • Events
  • Qualifications
    • PostGraduate Certificate
    • PostGraduate Diploma
    • Professional Diploma
    • Doctorate in Business Administration
  • Join AKAM
  • Login
  • What is KAM
    • KAM Definition
    • KAM Competencies
  • KAM of the Year
  • About AKAM
  • Events
  • Qualifications
    • PostGraduate Certificate
    • PostGraduate Diploma
    • Professional Diploma
    • Doctorate in Business Administration
  • Join AKAM
  • Login
Home » Archives for Daniel Svvennsen

Daniel Svvennsen

Filter by Categories
AKAM Workshops & Conferences
Diagnostics and tools
Papers and articles
Podcasts
Video Views
Webinar
Web KAM

Search by topic, author, keywords and more. Filter your results by content type by pressing the black settings button.

Papers and articles

Embracing the silos for KAM

Dr Hajo Rapp, Head of Strategic Account Management and Sales Excellence at TÜV SÜD AG, presents an unconventional view of organisational silos, traditionally seen as detrimental to effective KAM. While acknowledging their drawbacks, Dr Rapp identifies hidden strengths of silo structures, including specialisation, accountability, and operational agility. Instead of dismantling silos, he advocates for strategically…

To access this post, you must be a member. Please login or sign up.

Read More »
Papers and articles

How ‘time congruity’ impacts KAM: Research update

Are you a ‘one thing at a time’ person? Are you happy with long-term thinking? How does this fit with your role as a key account manager? Professor Christophe Fournier from the University of Montpellier introduces the concept of “time congruity,” the alignment between an individual’s time personality and the time-defined demands of their role.…

To access this post, you must be a member. Please login or sign up.

Read More »
Papers and articles

Supply-side views of QBRs

In this exploration of Quarterly Business Reviews (QBRs), Clientshare interviewed 100 stakeholders for their insights from the supply side of key account relationships. The authors identify the frequent pitfalls, such as overemphasis on operational detail and insufficient strategic dialogue, and propose separating innovation-focused discussions from routine operational reviews. Emphasising a proactive, customer-centric mindset, they argue…

To access this post, you must be a member. Please login or sign up.

Read More »
Podcasts

The essence of KAM/GAM programme design

Olivier Rivière, Armelle Dupont, and Dominique Coté from the AKAM Board address the core components of designing and implementing a robust Key and Global Account Management (K/GAM) programme. Highlighting the dual role of K/GAM as both a strategic instrument and a specialised operating system, the authors unpack the critical questions around methodology and governance that…

To access this post, you must be a member. Please login or sign up.

Read More »
Podcasts

Building long-term client relationships

Every key account manager says relationships matter—but what really makes them last? Rimma Anelok-Berlaimont, former Account Management Head, uncovers the secrets behind turning good customer connections into powerful, long-term partnerships. Listen now to elevate your client relationships beyond transactions. Or listen to the audio-only version below: With Rimma Anelok-Berlaimont, former Account Management HeadApril 25, 2025…

To access this post, you must be a member. Please login or sign up.

Read More »
Podcasts

Meeting internal and external challenges

Internal barriers often hinder external account success, so how do you break through? Matt McKeever, Global Enterprise Sales Head at Brightmine, joins our KAMversation to reveal practical strategies for overcoming internal silos to win externally. Is your organisation holding itself back? Tune in to unlock the full potential of your key accounts. Or listen to…

To access this post, you must be a member. Please login or sign up.

Read More »
AKAM Workshops & Conferences

AI workshop

AI (artificial intelligence) might not be magic, but it is a game-changer for key account management. In this practical and engaging workshop, Matt Sankary (ShipMoney) and Matt Willkinson (Strivenn) helped participants to explore how AI supports, rather than replaces, key account managers by improving efficiency, insight and personalisation at scale. From crafting the right prompt…

To access this post, you must be a member. Please login or sign up.

Read More »
AKAM Workshops & Conferences

Embracing the silos

Silos are usually seen as the enemy of collaboration, but what if the real challenge is how we work WITH them, not against them? In this insightful session, Dr Hajo Rapp, Head of Strategic Account Management and Sales Excellence at TÜV SÜD, argues that silos, when understood and embraced, can actually strengthen the role of…

To access this post, you must be a member. Please login or sign up.

Read More »
AKAM Workshops & Conferences

Key Account Management in Ecosystems at Siemens

How should you respond when the value chain no longer works the way it used to? When digital transformation, rising customer expectations and increasing market complexity turn your customer relationships into full ecosystems? In this thought-provoking session, Marco Lippuner, Head of Sales Excellence at Siemens, explains why ecosystems are becoming an intrinsic part of KAM.…

To access this post, you must be a member. Please login or sign up.

Read More »
Bulletin

Bulletin Q2 2025

Read More »

About AKAM
What is KAM?
KAM Competencies
Individual Membership
Corporate Membership
PostGraduate Certificate
PostGraduate Diploma
Professional Diploma
Doctorate in Business Administration
Copyright © 2025 The Association for Key Account Management. 

AKAM is a not-for-profit company registered in the UK, no. 15592485

Contact AKAM
[email protected]
Terms & Conditions
Privacy Policy

Report

There was a problem reporting this post.

Harassment or bullying behavior
Contains mature or sensitive content
Contains misleading or false information
Contains abusive or derogatory content
Promoting goods or services
Contains spam, fake content or potential malware

Block Member?

Please confirm you want to block this member.

You will no longer be able to:

  • See blocked member's posts
  • Mention this member in posts
  • Invite this member to groups
  • Message this member

Please allow a few minutes for this process to complete.

Report

You have already reported this .

You have successfully completed this development track.

You shall shortly receive your certificate by email.

Return to Member Dashboard

Congratulations!

You have successfully completed the development track.

You shall shortly receive your certificate by email.

Member Dashboard

Member Resources

Events

Learning Zone

Podcasts

Member Chatroom

Member Network

Manage Account

Log out

Sign up to our mailing list

Get FREE access to our bulletin!

Stay focused and current with the expert knowledge and practitioner experience you’ll find in the AKAM Bulletin. Every two months you’ll get an injection of KAM news, thought-provoking articles and tools/ideas you can utilise.

Close

Individual membership

For Key Account Managers and Programme Leaders

Explore individual membership

Corporate membership

For organisations and educational institutions

Explore corporate membership

The Association for

Key Account Management

Sign in

Lost your password?
{{playListTitle}}
  • {{ index + 1 }}
    {{ track.track_title }} {{ track.track_artist }} {{ track.album_title }} {{ track.length }}
{{list.tracks[currentTrack].track_title}}{{list.tracks[currentTrack].track_artist && typeof sonaar_music.option.show_artist_name != 'undefined' ? ' ' + sonaar_music.option.artist_separator + ' ' + list.tracks[currentTrack].track_artist:''}}
{{list.tracks[currentTrack].album_title}}
{{ list.tracks[currentTrack].album_title }}
{{list.tracks[currentTrack].track_title}}
{{list.tracks[currentTrack].track_artist }}
{{classes.speedRate}}X
{{list.tracks[currentTrack].track_title}}
{{list.tracks[currentTrack].track_artist }}
{{ cta['store-name'] }}