Seven tips for establishing a successful strategic account read more

Seven tips for establishing a successful strategic account read less

The winner of the 2021 SAMA Excellence Award™ for “Innovative Value Co-Creation” describes the winning program. read more

The winner of the 2021 SAMA Excellence Award™ for “Innovative Value Co-Creation” describes the winning program. read less

The importance of tracking your SAM program’s profitability (and how to do it). read more

The importance of tracking your SAM program’s profitability (and how to do it). read less

Clarifying the executive sponsor role, behaviors (internally and externally) and expectations is critical to leverage the role as an accelerator and create executive accountability within the accou... read more

Clarifying the executive sponsor role, behaviors (internally and externally) and expectations is critical to leverage the role as an accelerator and create executive accountability within the account team. read less

The art of capturing complex mega-strategic accounts in CRM for better account planning using account planning tools read more

The art of capturing complex mega-strategic accounts in CRM for better account planning using account planning tools read less

A discussion including the shifting definition of stakeholder value, the impact of digital and the evolving skills required to fulfill the evolving SAM role and customer expectations. read more

A discussion including the shifting definition of stakeholder value, the impact of digital and the evolving skills required to fulfill the evolving SAM role and customer expectations. read less

Full edition of Spring 2021 Velocity Magazine read more

Full edition of Spring 2021 Velocity Magazine read less

How a SAM aligned a large, cross-functional team to create a process for ensuring its customer’s customers receive care at its customer’s facilities. read more

How a SAM aligned a large, cross-functional team to create a process for ensuring its customer’s customers receive care at its customer’s facilities. read less

Aramex transformed from a product-oriented approach to a market-shaper approach by totally reorienting its sales program around its customers’ needs. read more

Aramex transformed from a product-oriented approach to a market-shaper approach by totally reorienting its sales program around its customers’ needs. read less

AVI-SPL evolved its SAM program from a scrappy upstart to a core driver of its company's explosive growth. read more

AVI-SPL evolved its SAM program from a scrappy upstart to a core driver of its company's explosive growth. read less

Why Centers of Excellence are key to the SAM initiative and how to tackle the challenge of building one. read more

Why Centers of Excellence are key to the SAM initiative and how to tackle the challenge of building one. read less

What is psychopathy, why is it so prevalent in the upper ranks of the business world, and what can you as a supplier do about it? read more

What is psychopathy, why is it so prevalent in the upper ranks of the business world, and what can you as a supplier do about it? read less

How a company transformed from one built around product excellence to one selling enterprise to global customers. read more

How a company transformed from one built around product excellence to one selling enterprise to global customers. read less

Customers are increasingly demanding that their suppliers demonstrate tangible progress toward their sustainability goals. read more

Customers are increasingly demanding that their suppliers demonstrate tangible progress toward their sustainability goals. read less

Three types of networkers – expansionists, brokers and conveners – are defined read more

Three types of networkers – expansionists, brokers and conveners – are defined read less

According to SAMA research, the top attribute for great SAMs remains unchanged from five years ago but its importance has increased read more

According to SAMA research, the top attribute for great SAMs remains unchanged from five years ago but its importance has increased read less

A preview of articles contained in the issue of Velocity Magazine read more

A preview of articles contained in the issue of Velocity Magazine read less

Concrete instructions for how SAMs can leverage an obscure financial filing to unlock insights on how to become strategic to their customer executives read more

Concrete instructions for how SAMs can leverage an obscure financial filing to unlock insights on how to become strategic to their customer executives read less

How Premier rapidly assembled a coalition to address the most critical supply shortages early in the pandemic, highlighting four issues the U.S. must address to better prepare for the next “black s... read more

How Premier rapidly assembled a coalition to address the most critical supply shortages early in the pandemic, highlighting four issues the U.S. must address to better prepare for the next “black swan” event read less

Among being a moral imperative and politically correct, diversity is also a competitive advantage. read more

Among being a moral imperative and politically correct, diversity is also a competitive advantage. read less