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

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. read less