The relationship between procurement and sales teams has always been something of a power struggle. As part of the 2023 Global Supplier Management Research Report, Harvey Dunham and Christopher Je... read more
"Welcome to the 2021 Edition of SAMA’s Report on Strategic Account Management Compensation Practices. This study is the most comprehensive survey of Strategic Account Management compensation pract... read more
"The ""new normal"" brought on by COVID -19 changed everything about how SAMs serve their strategic customers. SAMA and Boston Consulting Group teamed up to assess the impact of the crisis on SAMs ... read more
This study is one of a 4-part research series of Current Trends & Practices focused on SAM Program Performance Factors. How well are supplier firms currently aligning talent and internal resources... read more
Sample findings from SAMA Research’s 89-page Top-Line Report on Metrics to Help Calibrate the Right Investments for a Strategic Account Organization (SAO) read more
How do supplier organizations – and, more specifically, SAMs – develop, manage and grow their most important customers? And just as importantly, what milestones and metrics do leading companies emp... read more
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... read more
Infographics of Some of the research, sponsored by DiscoverOrg, of Steve W. Martin, on how making buying decisions differs by department and by industry. read more
The 2017 survey of national, strategic and global account managers and directors of strategic account management programs sheds light on how companies compensate and reward these roles. The finding... read more
There has been uneven progress in capturing value from data and analytics. read more
This SAMA research report explains how digitalization is changing the very logic and practice of strategic account management (SAM) . Digitalization has a profound impact on strategy and business ... read more
SAMA and Walker (an expert consulting firm specializing in customer experience) teamed on a research project that has yielded the SAM practitioner''s view of anticipated changes (both real and perc... read more
When companies talk about how hard it is to find the "right talent", and they do so frequently, they are referring not only to individuals whose skill set transcends traditional selling, they are r... read more
Over the past few years, there has been a flurry of research projects focusing on the topic of value creation and the role of strategic account management (SAM) teams. In fact value creation has b... read more
The 2015 survey of national, strategic and global account managers and directors of strategic account management programs sheds light on how companies compensate and reward these roles. Survey part...
read moreHaving policies in place to find, recruit and develop future SAMs is essential for driving strategic account growth. read more
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 in... read more
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 Ass... read more
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.mckinseyquar... read more