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RESOURCE BUNDLE - SAM Program Enabler: Value Creation and Capture Within the SAM Process

This bundle of resources addresses the Enabler Value Creation and Capture Within the SAM Process -- SIX MEMBER ONLY RESOURCES INCLUDED (1.) Velocity Magazine Article VOL. 19, Issue 1, 2017 Elevating Value Creation in the Digital Economy -- The authors discuss how digitalization is changing business models and processes and how SAMs and their organizations need to adapt. Author(s): Volkhard Bregulla, VP Manufacturing Industry and IoT, Hewlett Packard Enterprises and Hajo Rapp, SVP Siemens One Customer, Siemens (2.) White paper/article: 2017 SAMA Excellence Award Winner: DHL - Successful implementation of value innovation within the supply chain -- One of two winning business case entries for the 2017 SAMA Excellence Award for the category: Successful implementation of value innovation within the supply chain. In a strategic approach, DHL Customer Solutions and Innovation (CSI) jointly managed enhanced value creation with a Japanese customer. CSI developed the business relationship based on a professional understanding of the Japanese culture - and the customer's culture in particular - as well as the customer's business. By involving all contributors from the very beginning of each project, CSI was able to create an ecosystem that achieved greater revenue growth for all. (3.) SAMA presentation video: Developing sourcing strategy for value creation: How to source on TCO and value to create a competitive supply chain -- Join former Global Chief Purchasing Officer, Bo-Inge Stensson as he discusses how to obtain true value from suppliers and also how to deliver value to stakeholders. Examples will be given from best practice and the SKF journey. He will discuss the concept, tools, and structure, and how you can obtain buy-in from the businesses. Attendees will walk away knowing why companies that have a structured way to buy on value are more profitable than companies that do not. (4.) On-Demand Webinar: The Future Model of Sales: Aligning Value Creation and Value Capture to Drive Results -- In this webinar, SAFC shares best practices in understanding their emerging role of making better decisions on behalf of their company and then guiding customers to make higher-value decisions by offering multiple value-based solution options during negotiation. As attendees will see, the financial results speak for themselves. Key learnings include: - Effectively lead the customer conversation - Use market knowledge and customer data to create demand for high-value solutions - How to get around gatekeepers to actual influencers - Influence customer decision criteria with bias toward YOUR priorities - Drive closure of customer needs based on uniqueness of your offering (5.) On-Demand Webinar: Business Model Innovation: What does it mean for Strategic Account Management? -- Anyone working in strategic account management should pay attention to business model transformations and anticipate how it might change the role of SAMs in the future. During this webinar, Stephan Liozu will explore the trends towards solution-oriented business models and review the role of SAMs in making the transformation successful. The presentation will use real life examples to uncover the implications of the three elements of the sustainable value management process: value creation, value quantification, and value capture. Key learnings include, (a) the principles of business model innovation, (b) important trends in business models: big data, internet of things, industrial internet, and solutions design, (c) measuring value as business models change to include big data, analytics and software, (d) the role of SAMs in the value creation, value quantification, (e) and value capture of solution offerings is increasing in criticality, competences of the future for strategic account management. (6.) SAMA Research Report: Individual SAM Characteristics Influencing Customer-Supplier Value Realization Report Link: http://events.strategicaccounts.org/dlpdf/SAMA-VIA_Report_Value_Realization.pdf Description: Conducted in partnership with Value Innoruption Advisors, the objective of this research project was to shed light on two specific questions: 1) What are the personality traits of SAM Professionals that impact the acceptance of value management programs? 2) What are the critical components of a holistic value management program and how do they impact relative and absolute firm performance? This report provides a description of the research method, an executive summary of key findings and recommendations, a detailed report of all findings, and general conclusions.

Author(s): Strategic Accounts Managemant Association

Publication Date: 11/20/2017

Resource Type: Presentation handout

Subject Tags: Critical Success Factors for Strategic Accounts;Value Creation / Innovation

Price: Non-Member - $550.00 | Individual Member - $100.00 | Corporate Member - $0.00

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Successful Implementation of Value Innovation within the Supply Chain

The authors share 3M’s methodology for engaging with value chain stakeholders, and describe a successful application of this methodology that resulted in a dou­bling of pipeline opportunities and four joint projects.

Author(s): Zine Moufakir Global Sales Talent Development, Corporate Marketing-Sales 3M and Kourosh Motalebi Senior Strategic Business Leader 3M International Operations

Publication Date: 6/1/2017

Resource Type: Velocity magazine

Subject Tags:

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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2017 SAMA Excellence Award Winner: DHL - Successful implementation of value innovation within the supply chain

One of two winning business case entries for the 2017 SAMA Excellence Award for the category: Successful implementation of value innovation within the supply chain. In a strategic approach, DHL Customer Solutions and Innovation (CSI) jointly managed enhanced value creation with a Japanese customer. CSI developed the business relationship based on a professional understanding of the Japanese culture - and the customer's culture in particular - as well as the customer's business. By involving all contributors from the very beginning of each project, CSI was able to create an ecosystem that achieved greater revenue growth for all. The two companies embarked on their strategic journey by initiating board-to-board alignment four years ago, building mutual trust and giving CSI valuable insight into the customer's culture. Because of its customer-centric approach, CSI continuously looked for better solutions, and this proved a perfect fit with the customer's kaizen strategy of "continuous improvement." Cultural alignment fostered trust and openness, enabling consensus on how to innovate and manage product and process integration. A specific business case that illustrates this success is a plug-and-play racking solution implemented by the two organizations in 2015. With this solution, both companies succeeded in creating common value (which neither could produce individually) by involving all contributors from the very beginning in an ecosystem resulting in new levels of quality, sustainability and environmental responsibility. For DHL, overall revenue more than doubled in three years, and the customer relationship has been consolidated and extended, based on value exchange and value creation.

Author(s): DHL Customer Solutions and Innovation

Publication Date: 5/1/2017

Resource Type: White paper/article

Subject Tags:

Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

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2017 SAMA Excellence Award Winner: 3M - Successful implementation of value innovation within the supply chain

One of the two winning business case entries for the 2017 SAMA Excellence Award for the category: Successful implementation of value innovation within the supply chain. In an effort to expand 3M's relevance and presence in the marketplace in the new connected age, 3M invested in revamping its global strategic account management process through activating a SAM Playbook. The Playbook aimed at enabling a customer-first mindset across 3M in three primary areas by connecting the right mindset and the right skillset for the right role; through introducing common processes, language and tools; and by digitizing business insights, planning and engagement.

1. PEOPLE: The right mindset and the right skillset for the right role
2. PROCESS: Common process. Language and tools
3. TECHNOLOGY: Digitating Business Intelligence, Planning & Engagement

Author(s): 3M

Publication Date: 5/1/2017

Resource Type: White paper/article

Subject Tags: Partnering Process / Strategic Alliances;Value Creation / Innovation

Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

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