Filter Sessions |
05/04/2015 | |||
9:30 am - 5:30 pm | Marina 6 | 101: Critical Skills for Strategic Account Managers [More Info] | |
9:30 am - 5:30 pm | Seabreeze 2 | 102: Buyer’s Perspective: Create, Communicate and Quantify Value for CxO Impact [More Info] | |
9:30 am - 5:30 pm | Marina 3 | 103: Keys to Effective Strategic Account Planning [More Info] | |
2:30 pm - 4:30 pm | Grande Ballroom A | Academic Forum - Strategic Value Co-Creation [More Info] Noel Capon, R.C. Kopf Professor of International Marketing, Columbia University, Columbia Business School Corrado Cesti, Head of Heavy Industries, SKF Douglas Lambert, Raymond E. Mason Chair in Transportation and Logistics; Professor of Marketing & Logistics; Director, The Global Supply Chain Forum, The Ohio State University, Fisher College of Business Vartan Vartanian, Special Advisor to SKF CEO, SKF | |
5:00 pm - 6:30 pm | Grande Ballroom A | SAMA City [More Info] | |
05/05/2015 | |||
8:00 am - 9:00 am | Grande Ballroom | Keynote: The Journey from Product to Customer [More Info] Thomas Hürlimann, CEO, Global Corporate, Zurich Insurance Company Ltd. | |
9:30 am - 11:00 am | Nautilus 3 | 1. Strategic Account Management in Healthcare – A Long But Profitable Road to Success [More Info] Brian Chapman, Partner, ZS Associates Kevin Kelly, President, Bard Corporate Account Management, C.R. Bard | |
9:30 am - 11:00 am | Marina 2 | 10. Coordinate a Global Team through Account Planning Technology [More Info] Colin Anderlohr, Senior Director, Sales Effectiveness, JDA Software Tim Braman, VP Corporate Strategy, Revegy | |
9:30 am - 11:00 am | Nautilus 1 | 11. Customer Experience - How to connect customers to your organization [More Info] Kristy Elmore, Ex. Director Sales Operations, Johnson Controls Power Systems Daniel Viera, Manager, Customer Experience, Johnson Controls Power Systems Brad Linville, Principal, Senior Vice President, Walker Information | |
9:30 am - 11:00 am | Nautilus 2 | 18. Monetizing Value – Going beyond selling value to getting paid for value [More Info] Robert Maguire, Partner, Maguire Izatt LLP William Moore, Senior Vice President, Sales Development and Channel Management, SKF | |
9:30 am - 11:00 am | Nautilus 5 | 19. How and when to form a Strategic Alliance Partnership [More Info] LaVon Koerner, Chief Revenue Officer , Revenue Storm Michael Leonetti, CEO, ASAP Mark McMichael, Vice President, Business Development, Revenue Storm | |
9:30 am - 11:00 am | Nautilus 4 | 2. Walking in the Shoes of a SAM [More Info] Erich Brants, Strategic Account Management Director, Johnson&Johnson Medical Brasil Tom Kurt, Strategic Account Manager, Sonoco Julie Sheridan, Global Account Director, Hilton Worldwide Mike McCool, Vice President, Business Development, Freeman | |
9:30 am - 11:00 am | Marina 5 | 27. Avoiding a Re-bid at Renewal: How to Continually Evolve Your Client Relationship [More Info] Barbara Desmond, Senior Managing Director, Account Platform Lead, Cushman & Wakefield Mark Wanic, Executive Managing Director, Americas Head of Corporate Occupier Services, Cushman & Wakefield | |
9:30 am - 11:00 am | Seabreeze 1 | 28. 7 Gaps in Strategic Account Support Jeopardizing Your Client Engagements [More Info] Rick Reynolds, CEO, AskForensics Timothy Grant, Associate Vice President, Strategic Development, Aramark Higher Education , Aramark Hans Lindh, Vice President & Head of Global Client Group , Aramark | |
9:30 am - 11:00 am | Marina 4 | 29. Product-focused to Customer-focused: Bringing the Strategic Accounts Organization into the Product Development Process [More Info] David Hartman, Principal, Blue Canyon Partners Doni Riddle, Protective & Marine Coatings Vice President of Global Accounts, Sherwin-Williams Company Bernard Souche, Director of Health Systems, Medtronic Canada Tony Stanich, Vice President Global Corporate Accounts - Food and Beverage for Water and Process Services, Nalco | |
9:30 am - 1:00 pm | Marina 1 | 3. Leading and Coaching the SAM’s Performance [More Info] James Robertson, President, The Summit Group Josh Dey, Vice President, The Summit Group | |
9:30 am - 5:30 pm | Marina 6 | 101: Critical Skills for Strategic Account Managers [More Info] | |
9:30 am - 5:30 pm | Seabreeze 2 | 102: Buyer’s Perspective: Create, Communicate and Quantify Value for CxO Impact [More Info] | |
9:30 am - 5:30 pm | Marina 3 | 103: Keys to Effective Strategic Account Planning [More Info] | |
11:30 am - 1:00 pm | Nautilus 2 | 12. Strategic Account management Handbook: Implementation, experiences and learnings within a global corporation [More Info] Corrado Cesti, Head of Heavy Industries, SKF | |
11:30 am - 1:00 pm | Marina 4 | 14. A true one stop shop for all things SAM – the DHL CSI journey of its CRM solution from concept to implementation to user adoption [More Info] Sebastian Sprenger, Vice President - Sales Best Practices & Development, DHL Customer Solutions & Innovation Anand Kulkarni, VP Customer Visibility & Performance Management, DHL Customer Solutions & Innovation | |
11:30 am - 1:00 pm | Nautilus 3 | 20. The Future Model of Sales: Precision Guided Selling [More Info] Carrie Welles, Partner, Vice President, Think! Inc. / 5600blue Benjamin Shoham, Ph.D., Senior Strategic Relationship Manager, SAFC Kevin Kolell, Director, Strategic Account Program, SAFC | |
11:30 am - 1:00 pm | Marina 5 | 21. Leveraging Channels for KAM in the Era of Social Media [More Info] Hajo Rapp, Head of Strategic Accounts, Siemens | |
11:30 am - 1:00 pm | Nautilus 4 | 31. Winning the Future: Transformational Issues Facing Customer-Centric Organizations [More Info] Steve Andersen, President & Founder, PMI Vincent Bellusci, CPCU, CRM Team Leader, Customer Relationship Management , Zurich Global Corporate in North America J.P. Fowler, Executive Vice President, Head of Customer Relationship Manager, Zurich Insurance David Henson, Global Relationship Leader, Zurich Financial Services | |
11:30 am - 1:00 pm | Nautilus 5 | 39. The Value of Pricing Discipline: An Inside Look at the Impact of Discounts and Pricing Exceptions [More Info] David Chapnick, Senior Consultant, Vantage Partners | |
11:30 am - 1:00 pm | Nautilus 1 | 4. Gaining a Competitive Edge --> How to Leverage Your Company’s Thought Leadership and Innovation [More Info] Ron Davis, EVP, Head of Market Customers, Zurich Insurance Rosemary Heneghan, Director, International Sales Organization, IBM Corporation | |
11:30 am - 1:00 pm | Seabreeze 1 | 5. The Grinch Stole My Sale [More Info] Greg Lagiovane, Director, Global Accounts, Hilton Worldwide Janan Moore, Global Account Director, Strategic Account Management , Hilton Worldwide Julie Sheridan, Global Account Director, Hilton Worldwide | |
2:30 pm - 4:00 pm | Marina 2 | 13. Accelerate, simplify, and scale your SAM process [More Info] Jerry Alderman, CEO, Valkre Solutions Tom Kurt, Strategic Account Manager, Sonoco | |
2:30 pm - 4:00 pm | Marina 1 | 15. Stop falling down on SAM execution [More Info] Adrian Davis, President & CEO, Whetstone Inc. | |
2:30 pm - 4:00 pm | Nautilus 1 | 22. Know your customer (better than they know themselves) [More Info] Roger Bottum, Principal, The Bottom Line Roland Dietz, President & CEO, Focused Connections Partners Darrell Gunter, Founder & CEO, Gunter Media Group Dr. Janny Vos, Strategic Partnerships Director, CAB International | |
2:30 pm - 4:00 pm | Marina 4 | 23. Challenges of Establishing SAM in Emerging Markets [More Info] David Hartman, Principal, Blue Canyon Partners | |
2:30 pm - 4:00 pm | Marina 5 | 24. Strategies for Being Customer-Centric with Procurement [More Info] Mark Shonka, Co-President, IMPAX Corporation Scott McMeekin, Senior Vice President of Sales, Healthcare Data Solutions | |
2:30 pm - 4:00 pm | Seabreeze 1 | 30. Blasting Through Plateaus [More Info] Mo Bunnell, President, Bunnell Idea Group Robert Blaisdell, Sr. Director Sales Training & Communications, Express-Scripts | |
2:30 pm - 4:00 pm | Nautilus 2 | 32. Conversations that win - three critical conversations your sales team must master [More Info] Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions Inc Audra Scheer, Senior Director, ES Sales Operations, ADP | |
2:30 pm - 4:00 pm | Nautilus 4 | 33. The Role of the Customer Executive Sponsor: How to identify, align, engage, and integrate into Strategic Account Management [More Info] Kirk Dittmar, Principal, The Summit Group Gordon Galzerano, Director, Global Enterprise Business, Cisco Systems Cam Hyde, Senior Managing Director, The Summit Group Kimberly Park, Worldwide VP, Customer Strategy and Innovation, Merck | |
2:30 pm - 4:00 pm | Nautilus 5 | 6. Connecting Emotional Competencies (EI/EQ) to SAM Success [More Info] James Choat, Senior Vice President, The Simplexity Group Justin Kotzur, National Key Accounts Manager, Boehringer Ingelheim Vetmedica Michael Stevens, Founder & CEO, The Simplexity Group | |
2:30 pm - 4:00 pm | Nautilus 3 | 7. The Right Strategic Account Manager [More Info] Dennis Chapman, President & CEO, The Chapman Group | |
4:30 pm - 5:30 pm | Nautilus 4 | 16. Understanding Customer Types in Real World Account Management [More Info] Dominique Côté, Executive Director, Commercial Operations and Excellence , Zoetis John Gardner, President, Global Strategic Accounts, EMERSON Process Management Group Bernard Quancard, CEO & President, Strategic Account Management Association Hajo Rapp, Head of Strategic Accounts, Siemens | |
4:30 pm - 5:30 pm | Seabreeze 1 | 17. Strategic Account Selection and De-Selection Criteria [More Info] Doni Riddle, Protective & Marine Coatings Vice President of Global Accounts, Sherwin-Williams Company | |
4:30 pm - 5:30 pm | Nautilus 1 | 25. Innovative Negotiation: How to increase your position in the value-chain, deliver superior value to clients, and grow margins, market share and influence [More Info] Ron Hubsher, Managing Director, Sales Optimization Group Dottie Spruce, EVP of Sales, CyprusOne | |
4:30 pm - 5:30 pm | Marina 2 | 26. Redefining CRM: Moving from a system of record to a system of engagement [More Info] Steve Atherton, Transportation Sales and Logistics Manager, C. H. Robinson Brian Kiep, COO, Valkre Solutions | |
4:30 pm - 5:30 pm | Nautilus 5 | 34. Success or Failure: Your Interactions with Executive Management will Determine the Outcome [More Info] Bob Erickson, Director, Business Development, Fuji Filter Manufacturing Company | |
4:30 pm - 5:30 pm | Nautilus 2 | 35. Turning Insights into Winnable Opportunities [More Info] Mike Schultz, President, RAIN Group Van Hansen, Director, Customer Accounts, Hitachi Solutions | |
4:30 pm - 5:30 pm | Marina 1 | 40. Laozi and transformation toward a customer-centric organization [More Info] Blair Child, Regional District Manager, Whirlpool Corporation William Eisele, Strategic Account Manager, Penske Logistics John Parillo, Director of Enterprise Accounts, Penske Logistics | |
4:30 pm - 5:30 pm | Nautilus 3 | 8. SAM Incentives: Benchmarks and Best Practices [More Info] Chad Albrecht, Principal, ZS Associates | |
4:30 pm - 5:30 pm | Marina 4 | 9. SAYING YES TO COLLABORATION: Translating Comedy Improv Skills to a Business Environment [More Info] | |
05/06/2015 | |||
8:00 am - 9:00 am | Grande Ballroom | Keynote: The Journey to C-Level Support [More Info] Dominique Côté, Executive Director, Commercial Operations and Excellence , Zoetis | |
9:30 am - 11:00 am | Nautilus 3 | 12. Strategic Account management Handbook: Implementation, experiences and learnings within a global corporation [More Info] Corrado Cesti, Head of Heavy Industries, SKF | |
9:30 am - 11:00 am | Marina 2 | 14. A true one stop shop for all things SAM – the DHL CSI journey of its CRM solution from concept to implementation to user adoption [More Info] Sebastian Sprenger, Vice President - Sales Best Practices & Development, DHL Customer Solutions & Innovation Anand Kulkarni, VP Customer Visibility & Performance Management, DHL Customer Solutions & Innovation | |
9:30 am - 11:00 am | Seabreeze 1 | 21. Leveraging Channels for KAM in the Era of Social Media [More Info] Hajo Rapp, Head of Strategic Accounts, Siemens | |
9:30 am - 11:00 am | Marina 1 | 23. Challenges of Establishing SAM in Emerging Markets [More Info] David Hartman, Principal, Blue Canyon Partners | |
9:30 am - 11:00 am | Nautilus 2 | 27. Avoiding a Re-bid at Renewal: How to Continually Evolve Your Client Relationship [More Info] Barbara Desmond, Senior Managing Director, Account Platform Lead, Cushman & Wakefield Mark Wanic, Executive Managing Director, Americas Head of Corporate Occupier Services, Cushman & Wakefield | |
9:30 am - 11:00 am | Nautilus 5 | 31. Winning the Future: Transformational Issues Facing Customer-Centric Organizations [More Info] Steve Andersen, President & Founder, PMI Vincent Bellusci, CPCU, CRM Team Leader, Customer Relationship Management , Zurich Global Corporate in North America J.P. Fowler, Executive Vice President, Head of Customer Relationship Manager, Zurich Insurance David Henson, Global Relationship Leader, Zurich Financial Services | |
9:30 am - 11:00 am | Nautilus 1 | 4. Gaining a Competitive Edge --> How to Leverage Your Company’s Thought Leadership and Innovation [More Info] Ron Davis, EVP, Head of Market Customers, Zurich Insurance Rosemary Heneghan, Director, International Sales Organization, IBM Corporation | |
9:30 am - 11:00 am | Nautilus 4 | 7. The Right Strategic Account Manager [More Info] Dennis Chapman, President & CEO, The Chapman Group | |
9:30 am - 1:00 pm | Seabreeze 2 | 36. Getting to Yes with Procurement: Managing Common Challenges of Negotiating with Procurement [More Info] David Chapnick, Senior Consultant, Vantage Partners Mark Gordon, Partner, Vantage Partners, LLC Jonathan Hughes, Partner, Vantage Partners | |
9:30 am - 1:00 pm | Grande Ballroom A | 37. Building and Sustaining a Successful Strategic Account Program [More Info] Jay Mohr, Manager, Global SAM Implementation, John Deere Michael J. Stevens, Senior Partner, PMI | |
9:30 am - 5:30 pm | Marina 3 | 104: Leading & Managing a Multifunctional Team [More Info] | |
9:30 am - 5:30 pm | Marina 4 | 105: Creating Joint Solutions with Strategic Customers [More Info] | |
9:30 am - 5:30 pm | Marina 6 | 106: Using Presentations to Drive Customer Engagement [More Info] | |
11:30 am - 1:00 pm | Nautilus 4 | 1. Strategic Account Management in Healthcare – A Long But Profitable Road to Success [More Info] Brian Chapman, Partner, ZS Associates Kevin Kelly, President, Bard Corporate Account Management, C.R. Bard | |
11:30 am - 1:00 pm | Marina 1 | 10. Coordinate a Global Team through Account Planning Technology [More Info] Colin Anderlohr, Senior Director, Sales Effectiveness, JDA Software Tim Braman, VP Corporate Strategy, Revegy | |
11:30 am - 1:00 pm | Nautilus 2 | 11. Customer Experience - How to connect customers to your organization [More Info] Kristy Elmore, Ex. Director Sales Operations, Johnson Controls Power Systems Daniel Viera, Manager, Customer Experience, Johnson Controls Power Systems Brad Linville, Principal, Senior Vice President, Walker Information | |
11:30 am - 1:00 pm | Marina 5 | 15. Stop falling down on SAM execution [More Info] Adrian Davis, President & CEO, Whetstone Inc. | |
11:30 am - 1:00 pm | Nautilus 1 | 18. Monetizing Value – Going beyond selling value to getting paid for value [More Info] Robert Maguire, Partner, Maguire Izatt LLP William Moore, Senior Vice President, Sales Development and Channel Management, SKF | |
11:30 am - 1:00 pm | Nautilus 5 | 2. Walking in the Shoes of a SAM [More Info] Erich Brants, Strategic Account Management Director, Johnson&Johnson Medical Brasil Tom Kurt, Strategic Account Manager, Sonoco Julie Sheridan, Global Account Director, Hilton Worldwide Mike McCool, Vice President, Business Development, Freeman | |
11:30 am - 1:00 pm | Nautilus 3 | 22. Know your customer (better than they know themselves) [More Info] Roger Bottum, Principal, The Bottom Line Roland Dietz, President & CEO, Focused Connections Partners Darrell Gunter, Founder & CEO, Gunter Media Group Dr. Janny Vos, Strategic Partnerships Director, CAB International | |
11:30 am - 1:00 pm | Marina 2 | 28. 7 Gaps in Strategic Account Support Jeopardizing Your Client Engagements [More Info] Rick Reynolds, CEO, AskForensics Timothy Grant, Associate Vice President, Strategic Development, Aramark Higher Education , Aramark Hans Lindh, Vice President & Head of Global Client Group , Aramark | |
11:30 am - 1:00 pm | Seabreeze 1 | 30. Blasting Through Plateaus [More Info] Mo Bunnell, President, Bunnell Idea Group Robert Blaisdell, Sr. Director Sales Training & Communications, Express-Scripts | |
2:30 pm - 4:00 pm | Nautilus 4 | 13. Accelerate, simplify, and scale your SAM process [More Info] Jerry Alderman, CEO, Valkre Solutions | |
2:30 pm - 4:00 pm | Nautilus 3 | 19. How and when to form a Strategic Alliance Partnership [More Info] LaVon Koerner, Chief Revenue Officer , Revenue Storm Michael Leonetti, CEO, ASAP Mark McMichael, Vice President, Business Development, Revenue Storm | |
2:30 pm - 4:00 pm | Seabreeze 1 | 20. The Future Model of Sales: Precision Guided Selling [More Info] Carrie Welles, Partner, Vice President, Think! Inc. / 5600blue Benjamin Shoham, Ph.D., Senior Strategic Relationship Manager, SAFC Kevin Kolell, Director, Strategic Account Program, SAFC | |
2:30 pm - 4:00 pm | Marina 2 | 24. Strategies for Being Customer-Centric with Procurement [More Info] Mark Shonka, Co-President, IMPAX Corporation Scott McMeekin, Senior Vice President of Sales, Healthcare Data Solutions | |
2:30 pm - 4:00 pm | Nautilus 2 | 32. Conversations that win - three critical conversations your sales team must master [More Info] Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions Inc Audra Scheer, Senior Director, ES Sales Operations, ADP | |
2:30 pm - 4:00 pm | Nautilus 1 | 38. The four megatrends upending sales and how to approach them [More Info] Jennifer Stanley, Associate Principal, McKinsey & Company | |
2:30 pm - 4:00 pm | Seabreeze 2 | 5. The Grinch Stole My Sale [More Info] Greg Lagiovane, Director, Global Accounts, Hilton Worldwide Janan Moore, Global Account Director, Strategic Account Management , Hilton Worldwide Julie Sheridan, Global Account Director, Hilton Worldwide | |
2:30 pm - 4:00 pm | Nautilus 5 | 6. Connecting Emotional Competencies (EI/EQ) to SAM Success [More Info] James Choat, Senior Vice President, The Simplexity Group Justin Kotzur, National Key Accounts Manager, Boehringer Ingelheim Vetmedica Michael Stevens, Founder & CEO, The Simplexity Group | |
4:30 pm - 5:30 pm | Nautilus 5 | 16. Understanding Customer Types in Real World Account Management [More Info] Dominique Côté, Executive Director, Commercial Operations and Excellence , Zoetis Jim Ford, Executive Vice President Commercial, Testamerica John Gardner, President, Global Strategic Accounts, EMERSON Process Management Group Bernard Quancard, CEO & President, Strategic Account Management Association | |
4:30 pm - 5:30 pm | Seabreeze 1 | 17. Strategic Account Selection and De-Selection Criteria [More Info] Doni Riddle, Protective & Marine Coatings Vice President of Global Accounts, Sherwin-Williams Company | |
4:30 pm - 5:30 pm | Nautilus 1 | 25. Innovative Negotiation: How to increase your position in the value-chain, deliver superior value to clients, and grow margins, market share and influence [More Info] Ron Hubsher, Managing Director, Sales Optimization Group Dottie Spruce, EVP of Sales, CyprusOne | |
4:30 pm - 5:30 pm | Seabreeze 2 | 26. Redefining CRM: Moving from a system of record to a system of engagement [More Info] Steve Atherton, Transportation Sales and Logistics Manager, C. H. Robinson Brian Kiep, COO, Valkre Solutions | |
4:30 pm - 5:30 pm | Nautilus 3 | 34. Success or Failure: Your Interactions with Executive Management will Determine the Outcome [More Info] Bob Erickson, Director, Business Development, Fuji Filter Manufacturing Company | |
4:30 pm - 5:30 pm | Nautilus 2 | 35. Turning Insights into Winnable Opportunities [More Info] Mike Schultz, President, RAIN Group Van Hansen, Director, Customer Accounts, Hitachi Solutions | |
4:30 pm - 5:30 pm | Marina 1 | 40. Laozi and transformation toward a customer-centric organization [More Info] Blair Child, Regional District Manager, Whirlpool Corporation William Eisele, Strategic Account Manager, Penske Logistics John Parillo, Director of Enterprise Accounts, Penske Logistics | |
4:30 pm - 5:30 pm | Nautilus 4 | 8. SAM Incentives: Benchmarks and Best Practices [More Info] Chad Albrecht, Principal, ZS Associates | |
4:30 pm - 5:30 pm | Marina 2 | 9. SAYING YES TO COLLABORATION: Translating Comedy Improv Skills to a Business Environment [More Info] | |
05/07/2015 | |||
9:00 am - 11:00 am | Grande Ballroom | General Session: nEXtchange [More Info] Joseph Pinzon, Vice President of Enterprise Accounts, Konica Minolta Business Solutions Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions Inc Jennifer Stanley, Associate Principal, McKinsey & Company | |
9:30 am - 5:30 pm | Marina 2 | 107: Strategic Negotiation: Changing the Conversation from Price to Solutions [More Info] | |
9:30 am - 5:30 pm | Marina 1 | 108: Becoming "Customer Intelligent" - Driving Trust and Value for Strategic Accounts [More Info] | |
11:00 am - 11:45 am | Grande Ballroom | Keynote: Creative Courage to Challenge the Status Quo [More Info] Welby Altidor, Executive Creative Director, Cirque du Soleil |