Papers and articles

The KAM Blueprint- Customer-Centric, Data-Led, AI-Enabled

In this forward-looking blueprint, Nima Heirati and Matt Wilkinson outline how Key Account Management must adapt to digitally driven buying journeys and AI-enabled engagement. The article presents a practical framework for combining digital tools, data, and targeted human interaction to improve customer experience and commercial outcomes. It shows how KAM teams can automate the transactional,…

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Papers and articles

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

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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Artificial Intelligence

The KAM Blueprint- Customer-Centric, Data-Led, AI-Enabled

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

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