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Daniel Svvennsen

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AKAM Workshops & Conferences

Harnessing new technologies – The impact of emerging technologies on customer centricity

In this workshop, Dr Nima Heirati identified current issues in developing B2B customers from Gartner’s latest survey, foreseeing the roles that AI will play in the next five years. Are you are struggling to visualise where AI and all the other technology belong and what it can do for you and your customer? Nima’s maps…

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Webinar

Feedback and AI in KAM Action Planning

New technology and AI are bringing more and more invaluable data from customers into KAM, as demonstrated by Dennis Chapman of the Chapman Group USA. But how do key account managers cope with the sheer quantity of information, never mind putting it to good use? Things are changing rapidly: smart companies have data analysts on…

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Bulletin

Bulletin June 2024

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Diagnostics and tools

Sample role profile: Key Account Manager (KAM)

Do you think your Job Description properly represents your job? Does your company understand what you do? Are you tasked with coming up with the definitive key account manager Job Description or recruitment ad? This sample key account manager role description is a great help with any of those issues. Starting with an established model…

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Webinar

The power of real insight in long lasting customer relationships

Unlocking the Power of Customer Insight for on Delivering Long-Lasting Customer Relationships. Dive into the insightful conversation between Helen Wilson, Chief Experience Officer at IPSOS, and Maggie Chandler, Leader in CX Transformation. Delve into the science of the ‘Forces if Customer Experience and their impact on Key Account Management (KAM) strategies. Discover the essential elements…

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Papers and articles

Joining the dots: from KAM to bidding

Bidding and bid management are an important part of KAM. Some companies try to separate them, contrary to what Jeremy Brim and AKAM believe – that business growth comes from generating sustained, focused momentum, driven by Key Account Managers. Key account managers are a superpower when bidding, bringing a great level of insight and connectivity…

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Papers and articles

When KAM corrupts

This article summarises a longer paper on ‘Boundary spanner corruption: a potential dark side of multi-level trust in marketing relationships’ (also available in Member Resources here). These aren’t familiar terms to practitioners, but perhaps they should be – boundary spanner corruption is becoming an increasing threat in relationships between key account managers and their counterparts!…

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Papers and articles

The QBR Delusion (abridged)

With the dramatic decline in face-to-face meetings post-pandemic, Quarterly (or regular monthly/annual) Business Reviews (QBRs) now represent the biggest opportunity for suppliers to demonstrate value and innovation, share insights and expertise, and create demand for additional services. These are the most visible and widely recognised representations of your organisation within your customers. So what do…

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Member Resources

Boundary spanner corruption: a potential dark side of multi-level trust in marketing relationships

What do you know about the ‘dark side’ of KAM relationships? For many years the authors of this research investigated and advocated the importance of trust in key supplier/customer relationships. But it’s not quite as simple as that. They define corruption as the ‘voluntary collaborative behaviour between individuals representing different organisations that violates their organisations’…

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Member Resources

The QBR Delusion (full report)

With the dramatic decline in face-to-face meetings post pandemic, Quarterly (or regular monthly/annual) Business Reviews (QBRs) now represent the biggest opportunity for suppliers to demonstrate value and innovation, share insights and expertise, and create demand for additional services. These are the most visible and widely recognised representations of your organisation within your customers. So what…

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