Podcasts
Technology-Driven KAM Evolution
Is your Key Account Management ready for the digital era, or getting left behind? Christian Calcagni, Strategic Advisor at Rocket.Chat, explains why embracing new technology
Daniel Svvennsen
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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…
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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.…
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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…
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Papers and articles
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…
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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
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
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…
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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…
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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.…
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