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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 isn’t just beneficial, it’s essential. Listen to discover how technology is reshaping the future of strategic customer relationships. Or listen to the audio-only version below: With Christian Calcagni, Strategic Advisor,…

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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…

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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 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…

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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…

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Podcasts

Why training fails

Richard Ilsley and Olivier Riviere, highly experienced trainers themselves, discuss how and why training often doesn’t work. In part it may be because what it is supposed to deliver hasn’t been defined, no objectives have been set. But should those objectives be hardwired to the commercial targets of the organisation, or should they represent intermediate…

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Podcasts

Defining the Key Account Manager’s job and what it takes to do it

Armelle Dupont (Group Customer Experience Manager, Vetropack) explains very clearly the considerable depth and range of responsibilities expected of her company’s key account managers – and selling doesn’t get a mention! John Bailey (Director Of International Key Accounts & OEMs, Hiab) agrees. Both companies specifically match each key account manager with the customer they will…

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Podcasts

Key account teams – essential not optional

Paul Wilson tells Diana Woodburn that key account managers working on their own are salespeople, not really key account managers at all. Why? Because a supplier should be making a broad offer to a key/strategic account, Not of products or even services, but wide-ranging support for the customer in the pursuit of their business objectives.…

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Podcasts

When is a key account not a key account?

In this podcast, John Bailey (Hiab), Armelle Dupont (Vetropack) and Diana Woodburn (AKAM) talk about how and why key accounts are chosen, and why some major accounts don’t make the cut. Key strategic accounts should be selected for their potential and willingness to partner, allied with their strategic fit with the supplier. But suppliers need…

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Podcasts

Strategic key account plans: Why aren’t they better?

This podcast addresses the crucial question of ‘Why are strategic key account plans often so awful?’ Experienced KAM consultants Paul Wilson and Diana Woodburn demonstrate how critical these plans are to KAM success through their discussion of what these plans should contain and how they should be used. They collect together the ideas for development…

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Podcasts

KAM of the Year Podcast

Mike Green leads this discussion about KAM’s Key Account Manager of the Year award for 2023. In conversation with Mike are Thierry Josselin (Winner 2021) and Bob Delwig (Highly commended 2022). The discussion covers the process for applying for the award and the benefits of doing so for the individual concerned. Apply Today! Entries are…

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