Daniel Svvennsen, Author at AKAM

Papers and articles

Measuring and Managing Customer Profitability

In this article, Gary Cokins challenges one of the most persistent assumptions in business: that revenue growth equals value creation. Focusing on the often-hidden reality of customer profitability, the article explains why traditional accounting masks the true cost to serve individual customers and how this leads organisations to reward unprofitable behaviour. It sets out a…

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Papers and articles

An Open Letter to Supplier CEOs- Your KAM Strategy is Broken (And Only You Can Fix It)

In this direct and challenging article, Mark Davies argues that many KAM programmes are failing not because of poor execution, but because leadership has underestimated the scale of change required. Written as an open letter to CEOs, the article makes the case for moving beyond traditional relationship-led KAM toward a truly value-based model. Drawing on…

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Papers and articles

Looking Ahead- How Corporate Foresight Can Strengthen KAM

In this forward-looking piece, Christian Lautenschlager and Nektarios Tzempelikos explore how corporate foresight can elevate Key Account Management from reactive problem-solving to strategic partnership. The article introduces foresight-driven KAM as a practical way for account teams to anticipate change, co-create future solutions, and build deeper trust with key customers. With clear examples and simple tools,…

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Papers and articles

What do Key Accounts really value?

In this practical and insight-rich article, Paul Wilson addresses one of the most persistent challenges in KAM: the dominance of price-based conversations. Drawing on extensive experience and research, the article explores what key accounts truly value beyond cost, introducing a clear framework built around five core value pillars. It provides practical guidance on how KAM…

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Member Resources

Amplifying SAM with Customer-Led Account Based Marketing

In this AKAM webinar, Dominique Côté, Founder of COSAWI, and Kate Burda, Founder of Kate Burda & Co, explore how a customer-led approach to account-based marketing can strengthen and amplify Strategic Account Management. The session focuses on integrating SAM and marketing around the customer journey, moving beyond inside-out campaigns toward team-enabled, value-led engagement. Through practical…

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Bulletin

Bulletin Q1 2026

The Q1 2026 edition of the AKAM Bulletin brings together four timely and practice-led perspectives on how Key Account Management must evolve to remain credible,

Papers and articles

Organising for KAM report

This research report from Warwick Business School explores how companies can better understand how to (and how not to) design their organisations to deliver their KAM objectives. A diverse group of companies looked at organisational structure, KAM teams and the KAM development journey, particularly focusing on the wide range of people involved and their mindsets…

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Diagnostics and tools

Transforming to KAM progress check

KAM is a cultural change, not just a straightforward business strategy, which adds to the difficulty of implementation. People need to be moved from mindsets where they have control and comfort to situations that they cannot yet visualise. Successful cultural change starts with an exploration of the gap between the current situation and the desired…

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Bulletin

Bulletin Q4 2025

This edition explores some of the most critical questions shaping the future of Key Account Management: What do Key Accounts really value? How corporate foresight

Webinar

KAM success demands internal alignment – Continued

In this follow-up to the popular first session (watch the first webinar here), Denise Freier and Bob Sacco reveal how internal alignment enables true account leadership and sustainable growth. Drawing on decades of experience at IBM and beyond, they share practical frameworks for aligning leadership, teams, and clients around shared goals to strengthen execution and…

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Daniel Svvennsen

Measuring and Managing Customer Profitability

An Open Letter to Supplier CEOs- Your KAM Strategy is Broken (And Only You Can Fix It)

Looking Ahead- How Corporate Foresight Can Strengthen KAM

What do Key Accounts really value?

Amplifying SAM with Customer-Led Account Based Marketing

Bulletin Q1 2026

Organising for KAM report

Transforming to KAM progress check

Bulletin Q4 2025

KAM success demands internal alignment – Continued

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