Forget B2B, Soon It Will Be M2M- Why KAM Must Evolve or Die

AI, Artificial Intelligence, Key account manager competencies and attributes, Organisation and structure, Strategic fit, Technology

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In this provocative article, Geoff Quinn examines the rapid shift from traditional B2B commerce toward machine-to-machine (M2M) transactions and the profound implications for Key Account Management. As automation absorbs low-complexity buying, the article argues that KAM must evolve from a transactional role into a strategic, value-led function focused on trust, integration, and long-term partnership. It…

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Forget B2B, Soon It Will Be M2M- Why KAM Must Evolve or Die

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Not a member? Sign up to access this and over 335 other resources, invites to exclusive events, member-only webinars and more!

Want to access this and 335+ other resources?

Access an ever-growing wealth of on-demand KAM materials in our Member Resources Library. Explore nearly 250 items including research papers, practical case studies, diagnostics and tools, podcasts, and videos.

As an AKAM member you'll improve your KAM practices through education and networking. Receive exclusive invites to in-person and online events, have the opportunity to build and certify your skills and access a wealth of knowledge.

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