3M revamped its established SAM program with a focus on four vital areas: business planning, vertical coverage engagement, horizontal coverage engagement, and service level. read more

3M revamped its established SAM program with a focus on four vital areas: business planning, vertical coverage engagement, horizontal coverage engagement, and service level. read less

How 3M prioritized transforming its relationship with a strategic customer, growing its business with them by a factor of more than 20, and moving the relationship from purely transactional to trul... read more

How 3M prioritized transforming its relationship with a strategic customer, growing its business with them by a factor of more than 20, and moving the relationship from purely transactional to truly strategic. read less

Arcadis transformed its SAM program from a small but successful initiative serving a limited number of multinational customers into a true SAM program servicing more than 200 customers at a regiona... read more

Arcadis transformed its SAM program from a small but successful initiative serving a limited number of multinational customers into a true SAM program servicing more than 200 customers at a regional and global level. read less

Deploying a four-day co-creation sprint that brought together account teams, technical experts and digital innovators, Arcadis used a data-driven approach to reduce congestion at one its customer s... read more

Deploying a four-day co-creation sprint that brought together account teams, technical experts and digital innovators, Arcadis used a data-driven approach to reduce congestion at one its customer sites, a prominent regional airport. read less

Through streamlining the customer experience, providing access across the entire portfolio and focusing on launching innovative services and capabilities, Johnson & Johnson medical devices compani... read more

Through streamlining the customer experience, providing access across the entire portfolio and focusing on launching innovative services and capabilities, Johnson & Johnson medical devices companies helped health systems deliver value-based care. read less

Denise Freier, SAMA's new CEO, talks about her experience in executive and sales leadership roles at IBM and her affinity with and goals for SAMA. read more

Denise Freier, SAMA's new CEO, talks about her experience in executive and sales leadership roles at IBM and her affinity with and goals for SAMA. read less

Three tactics your team can employ to encourage fair — and useful — fighting read more

Three tactics your team can employ to encourage fair — and useful — fighting read less

Pitfalls in converting analytics pilots into scalable solutions read more

Pitfalls in converting analytics pilots into scalable solutions read less

Sample findings from SAMA Research's 49-page Top-Line Report on Relevance and Effectiveness of Key Performance Indicators (KPIs) to the Strategic Account Management Process read more

Sample findings from SAMA Research's 49-page Top-Line Report on Relevance and Effectiveness of Key Performance Indicators (KPIs) to the Strategic Account Management Process read less

Three collaboration tools for negotiating with people you don’t agree with, like or trust read more

Three collaboration tools for negotiating with people you don’t agree with, like or trust read less

Tips on modifying our sales approach to adapt to the culture of our audience, whether clients or colleagues. read more

Tips on modifying our sales approach to adapt to the culture of our audience, whether clients or colleagues. read less

A case study of how SAMs at National Instruments moved from a mindset based on helping customers achieve technical success to one based on helping them achieve business success. read more

A case study of how SAMs at National Instruments moved from a mindset based on helping customers achieve technical success to one based on helping them achieve business success. read less

Areas of practice that are most likely to accelerate the success of your SAM Program read more

Areas of practice that are most likely to accelerate the success of your SAM Program read less

Insights into moving into the realm of global contracts read more

Insights into moving into the realm of global contracts read less

As important as strategy and process is, without alignment, accountability and execution, the best SAM programs are more likely to fail or at best deliver mediocre results. read more

As important as strategy and process is, without alignment, accountability and execution, the best SAM programs are more likely to fail or at best deliver mediocre results. read less

A case study of how Vallourec,a supplier of tubular solutions for the energy and other industrial markets, incorporated EI into its SAM program. read more

A case study of how Vallourec,a supplier of tubular solutions for the energy and other industrial markets, incorporated EI into its SAM program. read less

Instead of using new digital technologies to run existing SAM programs, firms need to adapt SAM programs to the changes in strategy and business models induced by digital technologies. read more

Instead of using new digital technologies to run existing SAM programs, firms need to adapt SAM programs to the changes in strategy and business models induced by digital technologies. read less

A description of BNY Mellon''s transformation of its SAM model and its business development approach to outperform the competition. read more

A description of BNY Mellon''s transformation of its SAM model and its business development approach to outperform the competition. read less

A true story of one SAM’s journey in gaining internal alignment through the art of Story Gathering, Story Building and Storytelling read more

A true story of one SAM’s journey in gaining internal alignment through the art of Story Gathering, Story Building and Storytelling read less

A transcript of a conversation among veteran Procurement executives at SAMA’s 2017 Annual Conference read more

A transcript of a conversation among veteran Procurement executives at SAMA’s 2017 Annual Conference read less