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AKAM Workshops & Conferences

AI workshop

AI (artificial intelligence) might not be magic, but it is a game-changer for key account management. In this practical and engaging workshop, Matt Sankary (ShipMoney) and Matt Willkinson (Strivenn) helped participants to explore how AI supports, rather than replaces, key account managers by improving efficiency, insight and personalisation at scale. From crafting the right prompt…

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Papers and articles

Key Account Managers talking KAM

Gwenola Ducamp of Vetropack and Matt Sankary of ShipMoney are key account managers in very different sectors – manufacturing and financial services – yet they share a lot of the same challenges. In this conversation they share their current issues, how they are approaching them and look at the future, especially the role of technology,…

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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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Papers and articles

Steering the customer experience

Customer Experience Management (CEM) is a pragmatic way to help your organization become more customer centric through understanding and acting upon the customer’s needs. Michael Widing uses his 20 years’ experience to explain the 3-step process to debrief customer insights from the frontline and bring them straight back to all the support functions and top management. It’s very…

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Papers and articles

Hybrid Working

People talk a lot about hybrid working, but what is it exactly and how does it relate to KAM? It refers to off-site working (not necessarily working from home) and exists in a continuum from one desk/one person with oversight from the supervisor to ‘smart maturity’ – working wherever, whenever – just deliver! Key account…

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AKAM Workshops & Conferences

AKAM Technical: Technology in KAM

There is plenty to be excited about in technologies applicable to KAM. But which ones are valuable and which might have you spending time feeding their voracious appetites for information when perhaps you should be using it on your customer? And which are helping you to new insights and which are over-the-top sledgehammers? Dr Olivier…

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AKAM Workshops & Conferences

Insights on tools and methods for selecting the right key customers – 2nd Annual AKAM Conference

The crucial job of selecting key accounts was addressed by Dr Marco Sisti of SDA Bocconi University in Milan. The idea of choosing key accounts according to size of their past sales with the supplier is regrettably still very common. There are definitely better ways of carrying out this all-important task, as this very practical presentation demonstrated.…

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AKAM Workshops & Conferences

How to stay successful in long-term customer relationships: A case study from the automotive sector

Andrea Busnelli, Client Director Automotive Industry IBM, highlighted the importance of customer relationships, particularly when industries are changing fast, which so many are these days. He was even prepared to admit that IBM hadn’t always got it right, so had some valuable suggestions about how to avoid falling into that trap, such as proactively transforming…

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Webinar

Leading in a virtual workspace

Trust has long been recognised as an important ingredient of effective leadership – its centrality to a range of leadership theories being well documented over the past 50 plus years. However, the nature of leadership has changed dramatically in recent decades, in line with trends in business and organisational structures. Key account managers often need to…

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