AKAM Workshops & Conferences

KAM – Procurement personal relationships and the danger of boundary spanner corruption

Corruption is a hard word for some not unusual situations in KAM. But Professor Stephan Henneberg applies it to violations of the employer’s norms and interests, which many will have observed in KAM relationships. You will probably recognise many of the situations in Stephan’s hair-raising collection of quotes. Defining the limits in commercial relationships is…

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Papers and articles

Relationship lessons for KAM in extraordinary times

Dominykas Cibulskas in Lithuania looks at current events and what they mean for business and KAM. He is clear that ignoring reality or staying neutral is not an option: indeed, some companies have already fallen in the conflict of human v business values. Whatever is done -or not done – it is observed by customers and…

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KAM communications

Are you ready for ABM?

Account Based Marketing (ABM) is, almost without question, the buzzword in B2B marketing at the moment. But what is it, and how should you be thinking about using it as part of your KAM strategy? Fujitsu’s renowned ABM expert Andrea Clatworthy explains what ABM is and is not – for example, it’s not something that marketing do…

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Papers and articles

Why is Account-Based Marketing the hottest topic in KAM?

Research has shown that sophisticated buyers and customers tune out from everything except the most relevant messages and content. Two-thirds of senior executives don’t believe a salesperson knows enough about their business to bring value to a meeting, and only a quarter of them are prepared to take a second meeting! That means that 2 out of…

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Reputation management

KAM – Procurement personal relationships and the danger of boundary spanner corruption

Relationship lessons for KAM in extraordinary times

Are you ready for ABM?

Why is Account-Based Marketing the hottest topic in KAM?

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