It’s amazing: No matter how drastically the world of B2B transforms, the #1 challenge SAMA members encounter remains the same. Aligning the internal organization around co-developing and delivering value to a small number of critical customers continues to vex even the most progressive, customer-centric organizations. That is why we have designed SAMA’s 2019 conferences around this perpetual challenge: “The state of precision: Aligning with your strategic customers for extraordinary results."
Your company is disproportionately dependent on a very small number of critical customers, whose business drives an enormous proportion of your revenue and profit. The only way to be successful is to optimize the business you do with these customers, and the only way to do THIS is to achieve peak alignment with, to and for these customers.
Who attended:
✯ SAM program directors
✯ Strategic/global/key account managers
✯ Account team members
✯ Field sales supporting key customers
✯ Sales & marketing executives
✯ Sr. management (business units & geographies)
✯ Sales support & operations
✯ Sales training & development
✯ Human resources
✯ Chief sales officers
Keynote Speakers
Brian Young
Chief Commercial Officer
Johnson Controls
John Pineda
Director
Boston Consulting Group
Jonathan Hughes
Partner
Vantage Partners
SAMA nEXtchange
Adrian Davis
President
Whetstone Inc.
Phil Styrlund
CEO
The Summit Group
Agenda
Sunday, May 19th
4:00pm-8:00pm – Registration/Check-in
6:00pm-7:30pm – SAMA “Happy Hour”
sponsored by Kapta
Monday, May 20th
7:00am-6:00pm – Registration/Check-in
7:00am-8:00am – Breakfast
8:00am-9:00am – Keynote
9:30am-11:00am – Concurrent Sessions
11:30am-1:00pm – Concurrent Sessions
1:00pm-2:00pm – Networking Lunch
2:00pm-3:30pm – Concurrent Sessions
4:00pm-5:30pm – Concurrent Sessions
6:45pm-8:00pm – Welcome Reception
sponsored by DemandFarm
Tuesday, May 21st
7:00am-6:00pm – Registration/Check-in
7:00am-8:00am – Breakfast
8:00am-8:30am – Excellence Awards™
sponsored by Altify
8:30am-9:30am – Keynote
10:00am-11:00am – Keynote
11:30am-1:00pm – Concurrent Sessions
1:00pm-2:00pm – Networking Lunch
2:00pm-3:30pm – Concurrent Sessions
4:00pm-5:30pm – Concurrent Sessions
6:45pm-10:30pm – Networking Dinner Event
Wednesday, May 22nd
7:00am-2:00pm – Registration/Check-in
7:00am-8:00am – Breakfast
8:00am-9:00am – nEXtchange
9:30am-11:00am – Concurrent Sessions
11:30am-1:00pm – Concurrent Sessions
1:00pm – Conference Adjourns
Do more with many. Bring a team to:
✓ Share and discuss best practices ✓ Expand your network ✓ Connect outside the office experience
Email registration@strategicaccounts.org to customize your team experience.
Tracks
SAMA's Annual Conference offers tracks to help guide your journey and maximize your time. All sessions suggest an audience recommended for its content. The distinctions are important so that individuals can attend sessions best-suited for their needs.
Enabling SAM Talent
Audience: Senior Management, SAM Program Heads, SAM Managers, HR/Learning & Development
SAMA research shows that nothing influences the success or failure of a strategic account management initiative more than the leadership capabilities of the SAM. Is your organization screening for the right traits, attracting the best candidates, and then enabling your SAMs with the technology, coaching and organizational mettle they need to thrive? Enable your SAM teams by implementing efficient global processes and smart digitalization strategies, and learn to screen for tough-to-train traits that correlate with SAM success.
Driving and Realizing SAM
Organizational Capabilities
Audience:Head of SAM Programs, Vice Presidents, Chief Sales Officers
Your SAMs don’t work in a vacuum. Without having the right management systems and processes in place to enable them, all the talent in the world won’t make a difference. Learn how the best companies make the business case for SAM, how they structure their SAM program and how they align the strategic account management initiative with their larger corporate objectives. Sessions will cover issues related to internal alignment, executive sponsorship, account selection and deselection, and many other universal SAM challenges.
Strategic Account Manager Critical Skills
Audience: SAMs – Early Career, SAM team members
An enabled, empowered SAM with the right combination of leadership traits and business acumen is an unbeatable combination. Learn what’s in the DNA of an elite account team leader and how the best SAMs and GAMs orchestrate the strategic value creation process and drive business outcomes for their customers. Sessions will cover managing teams with diverse cultural backgrounds, understanding and outwitting Procurement, using data to bring new value streams to your customer, how to win bigger (and better) deals through upstream certification and specification, and much, much more.
Transformative Practices for
Next Generation SAM
Audience: General audience sessions for those looking for high-level provocative sessions for leading-edge practices, strategy and cutting-edge trends
If you think you’ve mastered the basics of strategic customer relationship management, don’t worry: B2B is changing faster than ever, so there will always be new avenues to create differentiation from your competitors. This track looks at the future state of SAM and the strategic customer-centric organization – from institutionalizing processes of co-innovation and understanding the role of digitalization in customer buying behavior to account-based marketing and driving change management in your own organization.
Location
Hilton Orlando
SAMA is excited to host the 2019 Annual Conference at the beautiful Hilton Orlando. With modern amenities and plenty of light and open space for learning and networking, it's the perfect venue for SAMA's exceptional event.
Hilton Orlando offers an exceptional location near International Drive shopping and dining, and just a short drive to SeaWorld® Orlando, Universal Orlando® and Walt Disney World® Resort. Plus, there’s plenty to enjoy without ever leaving the resort including a lazy river, waterslide, fire pits, spa, fitness center, 9-hole putting green, and recreation courts - entertainment is everywhere you look!
The SAMA room block is now full. If you need to make a reservation please contact the Hilton Orlando Central reservations team at 1-888- 488-3509 to inquire about availability and rate.
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