| Filter Sessions |
| 03/14/2016 | |||
| 9:30 am - 12:30 pm | 25. Leading and Coaching the SAM’s Performance [More Info] Phil Styrlund, CEO, The Summit Group | ||
| 9:30 am - 5:30 pm | 101: Critical Skills for Strategic Account Managers [More Info] LaVon Koerner, President & Chief Revenue Officer , Revenue Storm | ||
| 9:30 am - 5:30 pm | 108: Becoming "Customer Intelligent" - Driving Trust and Value for Strategic Accounts [More Info] Sonya McAllister, Senior Vice President, Consulting Services , Walker | ||
| 1:30 pm - 4:30 pm | 26. Designing an Impactful and Sustainable SAM Program [More Info] Michael Stevens, CEO, The Simplexity Group | ||
| 2:30 pm - 4:30 pm | Academic Forum for SAM practitioners: Internal capabilities impacting customer-supplier value realization [More Info] Dominique Côté, Former Executive Director, Global Commercial Operations, Zoetis Andreas Hinterhuber, Partner, Hinterhuber & Partners Pascal Kemps, Global Sales Director - Passenger Vehicle Segment, DHL Customer Solutions & Innovation | ||
| 5:00 pm - 6:00 pm | SAMA City [More Info] | ||
| 6:00 pm - 7:00 pm | Welcome Reception [More Info] | ||
| 03/15/2016 | |||
| 8:30 am - 9:15 am | Keynote: The Journey from Product to Customer [More Info] Thomas Hürlimann, CEO, Global Corporate, Zurich Insurance Company Ltd. | ||
| 9:30 am - 5:30 pm | 101: Critical Skills for Strategic Account Managers [More Info] LaVon Koerner, President & Chief Revenue Officer , Revenue Storm | ||
| 9:30 am - 5:30 pm | 106: Using Presentations to Drive Customer Engagement [More Info] Dan Kosch, Co-President, IMPAX | ||
| 9:45 am - 11:00 am | 15. Evolving C-Suite Dynamics: What your sales teams need to do to gain customer trust and maintain relevancy in the digital age [More Info] Jacques Sciammas, President & CEO , Selling to Executives Reinhard W. Bockstette, Senior Executive, Selling to Executives Patrick Dancourt, European Procurement Director , Steelcase Inc | ||
| 9:45 am - 11:00 am | 18. Understanding the Ultimate SAM Profile: The Right SAMs Translate into Greater Program Success [More Info] Dennis Chapman, Founder/CEO, The Chapman Group | ||
| 9:45 am - 11:00 am | 2. The Internet of Things is redefining the SAM’s path to co-creation and organic growth [More Info] Bernard Quancard, CEO, SAMA Francis Gouillart, President and Co-Founder, ECC Partnership | ||
| 9:45 am - 11:00 am | 23. Using negotiation to add value to the customer and across the whole supply chain [More Info] Richard Higham, Global Practice Lead, Mercuri | ||
| 9:45 am - 11:00 am | 6. Driving Growth: Key Leadership Skills to Build a Growth Mindset [More Info] Bradley Humbles, Consultant , Bunnell Idea Group, Inc. Maureen Hooft Graafland, Business Development Director, Europe, Sotheby’s | ||
| 11:30 am - 12:30 pm | 10. Strengthening the "S" in SAM [More Info] Julia Sloan, President, Sloan International, Inc. | ||
| 11:30 am - 12:30 pm | 17. Successful collaboration with SAM in a global matrix organization: supporting European utility customers in their international expansion [More Info] Alexander Kotschi, Director Account Management Power Utilties Europe, Siemens AG Jean- Francois Battoue, Coordination Director Sales , Engie Group Michel Milerioux, Coproate Account Manager Engie, Siemens AG | ||
| 11:30 am - 12:30 pm | 7. Is Technology Propelling You Forward…or Holding You Back? [More Info] Brian Kiep, COO, Valkre Jerry Alderman, Founder and CEO, Valkre | ||
| 11:30 am - 12:30 pm | 9. Strategic Account Management as a Catalyst for Innovation [More Info] Anne-Sophie Lucier, Strategic Customer Director, Air Liquide S.A. Olivier Randet, Chief Customer Officer, Air Liquide S.A. | ||
| 2:00 pm - 3:15 pm | 13. Elevating the value-creation process led by the KAM in the digital economy with social media and the Internet of things (IOT) [More Info] Hajo Rapp, Head of Strategic Accounts, Siemens Volkhard Bregulla, VP, Global Accounts Manufacturing and IoT - EMEA , HP Enterprise | ||
| 2:00 pm - 3:15 pm | 16. The Three Value Conversations [More Info] Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions, Inc. | ||
| 2:00 pm - 3:15 pm | 20. Prioritizing Customers, Opportunities & Stakeholders: Aligning with, and Focusing on, What and Who Matters Most [More Info] Phil Styrlund, CEO, The Summit Group Dominique Côté, Former Executive Director, Global Commercial Operations, Zoetis | ||
| 2:00 pm - 3:15 pm | 3. Building collaborative value through your negotiations [More Info] David Freedman, Associate Director, Huthwaite International | ||
| 3:45 pm - 4:45 pm | 11. Distributor Engagement Approach [More Info] Peter Linn, Senior Vice President, AXA Matrix Michael P. Golden, Executive Vice President, North American Global and Risk Solutions Martin Eckert, Business Development Manager , AXA MATRIX Risk Consultants | ||
| 3:45 pm - 4:45 pm | 28. Discover the power of LinkedIn for strategic sales [More Info] Alex Blaauboer, Account Executive LinkedIn Sales Solutions, LinkedIn Cindy Taphoorn, Relationship Manager Sales Solutions Benelux, LinkedIn Vernon Bubb, Head of Enterprise Sales Solutions EMEA, LinkedIn | ||
| 3:45 pm - 4:45 pm | 5. Stop Falling Down on SAM Execution [More Info] Adrian Davis, President, Whetstone Inc. Lisa Taylor, Director, Sales & Marketing, ITW Valeron Strength Films | ||
| 3:45 pm - 4:45 pm | 8. Creating strategic transformation in business through collaboration with customers [More Info] Pierre Bonel, Chief Commercial Officer, JF Hillebrand, JF Hillenbrand Gert van den Bossche, Former Global Director Logistics Sourcing AB-INBEV, Gert Van den Bossche Consulting | ||
| 6:00 pm - 8:30 pm | Dinner & the SAMA Excellence Awards Presentation [More Info] | ||
| 03/16/2016 | |||
| 8:30 am - 9:15 am | Keynote: Innovating with Strategic Accounts: from technology showrooms to dreaming sessions and co-innovation, the Xerox experience [More Info] Patrick Mazeau, Director, Business Relations and Marketing, Xerox Research Centre Europe, Xerox | ||
| 9:30 am - 5:30 pm | 106: Using Presentations to Drive Customer Engagement [More Info] Dan Kosch, Co-President, IMPAX | ||
| 9:30 am - 5:30 pm | 107: Strategic Negotiation: Changing the Conversation from Price to Solutions [More Info] Karen Fraser, VP - EMEA, Russia and Canada, Think! Inc | ||
| 9:45 am - 11:00 am | 12. How do you avoid falling into the commercial coordinator trap? [More Info] LaVon Koerner, President & Chief Revenue Officer , Revenue Storm | ||
| 9:45 am - 11:00 am | 2. The Internet of Things is redefining the SAM’s path to co-creation and organic growth [More Info] Bernard Quancard, CEO, SAMA Francis Gouillart, President and Co-Founder, ECC Partnership | ||
| 9:45 am - 11:00 am | 22. Transforming a professional services company into a customer-driven organization [More Info] Florian Heidecke, Head of Key Account Management, Namics AG Veronika Sharonova, Key Account Manager, Namics AG | ||
| 9:45 am - 11:00 am | 3. Building collaborative value through your negotiations [More Info] David Freedman, Associate Director, Huthwaite International | ||
| 9:45 am - 11:00 am | 6. Driving Growth: Key Leadership Skills to Build a Growth Mindset [More Info] Bradley Humbles, Consultant , Bunnell Idea Group, Inc. Maureen Hooft Graafland, Business Development Director, Europe, Sotheby’s | ||
| 11:30 am - 12:30 pm | 10. Strengthening the "S" in SAM [More Info] Julia Sloan, President, Sloan International, Inc. | ||
| 11:30 am - 12:30 pm | 14. Value co-creation and pricing: best practices for profiting from value via customer collaboration [More Info] Andreas Hinterhuber, Partner, Hinterhuber & Partners Todd Snelgrove, Global Manager Value, SKF | ||
| 11:30 am - 12:30 pm | 5. Stop Falling Down on SAM Execution [More Info] Adrian Davis, President, Whetstone Inc. Lisa Taylor, Director, Sales & Marketing, ITW Valeron Strength Films | ||
| 11:30 am - 12:30 pm | 7. If technology isn't propelling you forward, it's holding you back! [More Info] Brian Kiep, COO, Valkre Jerry Alderman, Founder and CEO, Valkre | ||
| 11:30 am - 12:30 pm | 9. Strategic Account Management as a Catalyst for Innovation [More Info] Anne-Sophie Lucier, Strategic Customer Director, Air Liquide S.A. Hugues Boulnois, Strategic Account Program Coordinator , Air Liquide | ||
| 2:00 pm - 3:15 pm | 15. Evolving C-Suite Dynamics: What your sales teams need to do to gain customer trust and maintain relevancy in the digital age [More Info] Jacques Sciammas, President & CEO , Selling to Executives Reinhard W. Bockstette, Senior Executive, Selling to Executives Patrick Dancourt, European Procurement Director , Steelcase Inc | ||
| 2:00 pm - 3:15 pm | 18. Understanding the Ultimate SAM Profile: How the Right SAMs Translate into Greater Program Success [More Info] Dennis Chapman, Founder/CEO, The Chapman Group | ||
| 2:00 pm - 3:15 pm | 19. How developing trust in teams can lead to enhanced collaboration and innovation [More Info] Abby Beckley, Marketing Manager, WorldWork Geraldine Pace, Director, WorldWork Sonya Robazza, Corporate & Senior Trainer and Coach, Robazza International Consulting Marie Dancourt-Cavanagh, Executive and Team Coach, Openingways | ||
| 2:00 pm - 3:15 pm | 24. Attaining Customer Satisfaction in Complex Multi-Sourced Environments [More Info] Jim McDonnell, General Manager, ServiceGrid Business Unit, Cisco Systems, Inc. | ||
| 2:00 pm - 3:15 pm | 27. Managing enterprise relationship capital to grow your strategic accounts [More Info] Herve Debaecker, Chief Methodologist & COO, Perfluence Paul de Rosen, Commercial Director and Business Development | ||
| 3:30 pm - 4:30 pm | Keynote: Clickers vs Markers. What’s More Memorable, Credible, Persuasive and Impactful? [More Info] Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions, Inc. | ||
