Resource Search

Keyword Search:
(looking in Title, Author, and Description)

Resource Type:

Free Resources:


Results: 4

Page 1 of 1

Metrics to help calibrate the right investments for a Strategic Accounts Organization

This study is the first in a 4-part research series of Current Trends & Practices focused on SAM Program Performance Factors.

How do companies use metrics to make the business case for strategic account investments? What type of metrics are most effective for different types of investments? And, what factors affect how investment decisions are made?

Aspects of SAM investments covered in this report include:
* Prioritizing and allocating investment monies
* De-prioritizing and de-funding inefficient investments
* Decision-makers who will make and/or influence the investment decisions
* Identifying the optimal metrics to measure success for different types of investments
*Identifying the non-financial metrics also influencing investment decisions
*Capturing and aggregating new and different customer data related to investment metrics
* Where the money for investments comes from
* Identifying and funding new opportunities requiring immediate action

This 89-page Top-Line Report presents the major findings from our survey, and also will be incorporated into a final Combined Report of all 4 studies in this series, to be published Summer 2018.

Author(s): SAMA Research

Publication Date: 1/17/2018

Resource Type: Research

Subject Tags: Metrics - Program / Account

Price: Non-Member - $500.00 | Individual Member - $300.00 | Corporate Member - $200.00

Register or Log in to purchase resources or add them to your 'My Folder'.


On-Demand Webinar: Key Learnings from SAMAs 2014 Report on Current Trends & Practices in Strategic Account Management

Join SAMA and research partner Walker as they review the learnings from the 2014 Report on Current Trends & Practices in Strategic Account Management. This biennial survey provides the opportunity to understand and analyze the current state of the strategic account management profession in B2B firms around the world, and report back to the SAM community including B2B company executives. The research covers strategic account management practices at both the individual account level and the organizational level, and highlights the major findings as well as the key drivers of account and SAM program performance. Topics to be addressed include: • SAM program management, account management, and the role/authority of the SAM • Strategic account selection and criteria • Talent management • Account performance and metrics • Impact on customer satisfaction and loyalty

Author(s): Jeffrey W. Marr, Vice President, Consulting Services, Walker; Bernard Quancard, president and chief executive officer, Strategic Account Management Association

Publication Date: 7/16/2014

Resource Type: Webinar

Subject Tags:

Price: Non-Member - $169.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


2014 Report on Current Trends & Practices in Strategic Account Management

This survey from 2014 covers the current state of the art and science of strategic account management. The report will help any strategic account manager, program director or executive make more informed and reasoned decisions on strategy, infrastructure, processes and resource deployment. SAMA partnered with the consultancy Walker Information Inc. to complete the research on SAM practices at the level of both individual accounts and organizations. This survey was taken by more than 300 people and highlights major linkages and correlations between account/program performance and key SAM elements.

Report topics include:

  • SAM program characteristics
  • Program management structure and practices
  • Strategic account selection/criteria
  • Program operations and processes
  • Talent management
  • Program performance/metrics
  • Account coverage
  • Account management and the strategic account manager's role
  • Account performance/metrics
  • Internal support and alignment
  • Impact on customer satisfaction and loyalty

Author(s): Strategic Account Management Association and Walker

Publication Date: 5/1/2014

Resource Type: Research

Subject Tags:

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

Register or Log in to purchase resources or add them to your 'My Folder'.


E5 Leadership Imperatives for Higher Organic Growth Through Your Strategic Accounts Organization

Phil Bounsall and Jeff Marr lead an executive discussion of what should be the top corporate priorities for achieving higher organic growth through SAM. Based upon the implications of the just released findings in the 2012 SAMA Report on Current Trends & Practices in Strategic Account Management, key topics will focus on SAM program elements that are seen to have the highest correlation to growth and SAM performance as well as those elements that are holding companies back from fulfilling their potential.

Author(s): Phil Bounsall, Walker; Jeff Marr, Walker

Publication Date: 5/6/2012

Resource Type: Presentation handout

Subject Tags:

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

Register or Log in to purchase resources or add them to your 'My Folder'.


Page 1 of 1