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Data Watch: Many Sectors Failing to Capture Value from Data

There has been uneven progress in capturing value from data and analytics.

Author(s): McKinsey & Co.

Publication Date: 6/1/2017

Resource Type: Velocity magazine

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Data Watch: Harnessing Outsourcing for Greater Innovation

Author(s): Deloitte

Publication Date: 1/31/2017

Resource Type: Velocity magazine

Subject Tags: General Business Issues

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Data Watch

Author(s): ZA Associates; Accenture

Publication Date: 9/17/2016

Resource Type: Velocity Magazine

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Data Watch

Author(s): Editors

Publication Date: 5/13/2016

Resource Type: Velocity Magazine

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Data Watch

Author(s): Editors

Publication Date: 2/2/2016

Resource Type: Velocity magazine

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Data Watch

Author(s): Editors

Publication Date: 10/14/2015

Resource Type: Velocity Magazine

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Data Watch

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Publication Date: 6/8/2015

Resource Type: Velocity magazine

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Data Watch

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Publication Date: 4/28/2015

Resource Type: Velocity Magazine

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Data Watch

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Publication Date: 1/8/2015

Resource Type: Velocity Magazine

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Data Watch

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Publication Date: 10/1/2014

Resource Type: Velocity Magazine

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Data Watch

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Publication Date: 5/23/2014

Resource Type: Velocity Magazine

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Data Watch

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Publication Date: 1/9/2014

Resource Type: Velocity Magazine

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Velocity® Issue 3, 2013 (cover: Where will your next great insight come from?)

In this issue: Editor's Corner; Quick Takes; Data Watch; The stick is mightier than the carrot (Strategic Reflections); Presenting a unified voice to your global customers; SAMA's 49th Annual Conference highlights; How customer-centric are you?; A customer-focused approach; Strategic account management's role in the value-modeling process; Progress in supplier relationship management; Strategic account management programs save and restore customer relationships; Strategic account manager compensation: Striking the right plan balance is critical in an increasingly competitive talent war; New information technologies: friends or enemies of today's global executives?; More than the sum of your parts: creating customer value at a global enterprise that has multiple business units--Part 1 of an interview with Chief Commercial Officer William F. Meahl of DHL; Compass Group PLC: tasting the success of co-created customer value--Part 1; Solution Business: Building a Platform for Organic Growth (Book Review); Event Calendar

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Publication Date: 9/30/2013

Resource Type: Velocity Magazine

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Data Watch Issue 3, 2013

Snapshots are presented of research relevant to the strategic account management arena: 2012 Report on Current Trends and Practices in Strategic Account Management, Strategic Account Management Association in partnership with Walker Information Inc., May 1, 2012, www.strategicaccounts.org; 2013 Report on Strategic Account Management Compensation Practices, Strategic Account Management Association and ZS Associates Inc., May 1, 2013, www.strategicaccounts.org

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Publication Date: 9/30/2013

Resource Type: Velocity Magazine

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Velocity® Issue 2, 2013 (cover: Creating unique value)

In this issue: Editor's Corner; Quick Takes; Data Watch; How to recover well in business-to-business (Strategic Reflections); Strategic account managers must measure twice, cut once; Using financial insight to drive value selling; Key vs. strategic account: a strategic orientation issue; Sales and procurement: sharing the spoils or spoiling the share?; The keys to effective strategic account planning: Key 6--align the supplier's objectives with the customer's; Value pricing when you understand your customers: total cost of ownership--past, present and future; Event Calendar

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Publication Date: 5/21/2013

Resource Type: Velocity Magazine

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Data Watch - Issue 2, 2013

Snapshots are presented of research relevant to the strategic account management arena: "The daily stat: More workers need stress meds after org changes," Harvard Business Review, May 6, 2011, http://hbr.org; "Chart focus: the importance of life-cycle pricing," McKinsey Quarterly, May 2011, www.mckinseyquarterly.com; 2012 Report on Current Trends and Practices in Strategic Account Management, Strategic Account Management Association in partnership with Walker Information Inc., May 1, 2012, www.strategicaccounts.org

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Publication Date: 5/21/2013

Resource Type: Velocity Magazine

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Velocity® Issue 1, 2013 (cover: What price value?)

In this issue: Editor's Corner; Quick Takes; Data Watch; The importance of strategic account management will not stop growing (Strategic Reflections); Balancing profitable growth and risk management in 2013 through world-class strategic account management--and why strategic accounts are the real future assets of business enterprises; Pan-European Conference preview with Paul Castonguay; The end of solution selling?; Reframing procurement's strategies, priorities and deliverables: the value of value in supplier relationships; Recent innovations in strategic account management; Optimal pricing models at business-to-business organizations; Organizational transformation at Emerson Process Management: Part 2 of an interview on 2012's program of the year; Event Calendar

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Publication Date: 1/7/2013

Resource Type: Velocity Magazine

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Data Watch (winter 2013 edition)

Snapshots are presented of research relevant to the strategic account management arena: "McKinsey global survey results: putting strategies to the test," McKinsey Quarterly, January 2011, www.mckinseyquarterly.com; 2012 Report on Current Trends and Practices in Strategic Account Management, Strategic Account Management Association in partnership with Walker Information Inc., May 1, 2012, www.strategicaccounts.org

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Publication Date: 1/7/2013

Resource Type: Velocity Magazine

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Velocity ® Issue 3, 2012 (cover: Organizational transformation at Emerson Process Management--SAMA's program of the year)

In this issue: Editor's Corner; Quick Takes; Data Watch; The last competitive advantage (Strategic Reflections); How strategic account managers can help customers grow in China (and: Coaching is key); Highlights from SAMA's 48th Annual Conference; Sustainability at Siemens: a driver of success; Engaging the C-suite; Translating documents and presentations for international audiences; How human resources and sales can work together to forecast organizational needs; Event Calendar; The keys to effective strategic account planning: Key 5--Integrate and balance the account and opportunity planning processes; How the best become better: seven transformative questions for strategic account management--Part 2; Strategic account management's importance; Mature literature for a mature profession; Key account management research: its state and focus areas; Where is global account management headed?; Organizational transformation at Emerson Process Management: Part 1 of an interview on 2012's program of the year; Sales Eats First (Book Review)

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Publication Date: 9/9/2012

Resource Type: Velocity Magazine

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Data Watch - Issue 3 & 4, 2012

Snapshots are presented of research relevant to the strategic account management arena: "McKinsey global survey results: moving women to the top," McKinsey Quarterly, October 2010, www.mckinseyquarterly.com; 2012 Report on Current Trends and Practices in Strategic Account Management, Strategic Account Management Association in partnership with Walker Information Inc., May 1, 2012, www.strategicaccounts.org

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Publication Date: 9/9/2012

Resource Type: Velocity Magazine

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Velocity® Issue 2, 2012 (cover: How strategic account management can support professional services firms)

In this issue: Editor's Corner; Quick Takes; Data Watch; SAMA's Annual Conference experience: Knowledge sharing is the key to personal and business development (Strategic Reflections); Event Calendar; The fundamental differences among sales, strategic selling and strategic account management; The strategic account manager as a change agent: Converging forces are transforming how SAMs should structure, manage, communicate and lead in a new model of service delivery; Improving performance in corporate negotiation: a benchmarking study of the world's largest organizations; The value road map: Part 4--creating sustainable value; How the best get better: seven transformative questions for strategic account management--Part 1; When your product is a service: making strategic account management possible in the service sector

Author(s):

Publication Date: 5/6/2012

Resource Type: Velocity Magazine

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Data Watch - Issue 2, 2012

Snapshots are presented of research relevant to the strategic account management arena: Ken Favaro, Per-Ola Karlsson and Gary L. Neilson, "CEO succession 2000-2009: a decade of convergence and compression," strategy+business, Issue 59, Summer 2010, www.strategy-business.com; "McKinsey global survey results: innovation and commercialization, 2010," McKinsey Quarterly, August 2010, www.mckinseyquarterly.com; 2011 Report on Strategic Account Management Compensation Practices, Strategic Account Management Association and ZS Associates Inc., May 15, 2011, www.strategicaccounts.org

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Publication Date: 5/6/2012

Resource Type: Velocity Magazine

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Velocity® Issue 1, 2012 (cover: Rewriting the rules? SAM and procurement)

In this issue: Editor's Corner; Quick Takes; Data Watch; Managing your top customers for retention, growth and profitability (Strategic Reflections); Event Calendar; The purchasing manager is not your enemy; My customer's competitor is my ? ; Launching an executive sponsor program: three critical success factors; The keys to effective strategic account planning: Key 3--assess and strengthen the account's most strategic relationships; The keys to effective strategic account planning: Key 4--position and differentiate the supplier's unique value with the customer; Channeling strategic account management; Nalco: return on investment in negotiation

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Publication Date: 1/2/2012

Resource Type: Velocity Magazine

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Data Watch: Issue 1, 2012

Snapshots are presented of research relevant to the strategic account management arena: "Building organizational capabilities," McKinsey Quarterly, March 2010, www.mckinseyquarterly.com; The New Value Integrator: Insights From the Global Chief Financial Officer Study, IBM Corp., March 2010, www.ibm.com/cfostudy2010; 2011 Report on Strategic Account Management Compensation Practices, Strategic Account Management Association and ZS Associates Inc., May 15, 2011, www.strategicaccounts.org

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Publication Date: 1/2/2012

Resource Type: Velocity Magazine

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Velocity Issue 3, 2011 (cover: Power growth--with account-based marketing)

In this issue: Editor's Corner; Quick Takes; Data Watch; Charles Barkley vs. Phil Mickelson: why you should invest in your best people (Strategic Reflections); The social network's role in strategic accounts: Welcome to SAMA's new website; SAMA's 47th Annual Conference highlights; Customer centricity: Siemens' cultural centerpiece--an interview with Peter L?scher, president and chief executive officer; Strategic thinking: learning to play the other side of the strategy coin; Strategic account manager compensation: Companies are proactively managing uncertainty and planning for growth while job satisfaction is down; Building customer-centric processes in your organization; Career paths and global account management at Xerox: an interview with Cam Hyde, senior vice president of global account operations; Innovate by shaping and trading deal risks; Event Calendar; Steria: why account managers need strategic marketing; The how of account-based marketing; Is the strategic account manager really a single point of contact?; Being globally seamless in serving customers for Molex: an interview with Fred Bell, vice president of distribution; Sales Compensation Made Simple (Book Review)

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Publication Date: 9/30/2011

Resource Type: Velocity Magazine

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