Presented by Steve Hurley and Matt Leary, Solutions Insights
Key Account Management (KAM)” href=”http://www.slideshare.net/MarketingAndSalesSummit/leveraging-best-bractices-in-key-account-management-kam” target=”_blank”>Leveraging Best Practices in Key Account Management (KAM)
Wednesday August 24, 2011 12:00 pm EST
The data doesn’t lie – your best opportunities for additional revenues will be with your top accounts. In slow-growth economies that are hyper-competitive, you need to use every tool and method available to meet the business demands of your key customers. If you do a good job, you will lose these accounts. If you do a very good job, you will likely just maintain them as customers. If you can do an outstanding job, however, you will have a chance to grow your business with them.
Steve Hurley and Matt Leary, senior executives with Solutions Insights, Inc., have just completed a study of over 20 well-known companies — including IBM, Boeing, AT&T, Ericsson, and many others – about how they continue to build stronger relationships and grow their key accounts while their competition struggles.
This webinar will share the results from their Best Practice Study to provide you with insights into what global companies are doing to grow their footprint inside their best accounts. They’ll share their findings around new ways to structure your key account teams, how to leverage all of your corporate assets, the changing role of the Account Executive, and a number of other surprising findings. Their insights will be useful for sales directors and executives, marketers, and strategic planners.
Please join Steve and Matt in an interactive webinar where they will answer many of your questions about how you can improve your company’s key account management practices and structures.
About the Presenters
About Steve Hurley
A leading expert on solutions and solutions marketing, Steve has worked over the past decade developing and implementing innovative methodologies and tools that have enabled companies to transform their business models to be more solutions-focused.
In 2009, Steve established Solutions Insights, Inc. (SI), a consulting and training company that works with companies in a diverse set of industries on solutions sales and marketing issues. Most of SI’s work in helping large technology-based companies with the key account strategies.
Prior to establishing Solutions Insights, Steve was Vice President at ITSMA, the premier association for technology-based companies focused on marketing and selling services and solutions. Steve was a major contributor to ITSMA’s solutions publications and tools, including its Solutions Roadmap, and its Account-Based Marketing methodology.
Prior to joining ITSMA, Steve spent more than 15 years with Arthur D. Little, Inc. (ADL), formerly one of the world’s leading management consulting companies. At ADL, he worked as a senior consultant in the International Economics and Development practice.
About Matt Leary
An expert in solutions development, management, and sales, Matt has spent the last 15 years helping leading technology companies improve performance in market strategy and planning, services and solutions development, sales enablement and impact.
Prior to Solutions Insight, Matt was Vice President of Business Development for commercial partnership activities at a Boston-area technology start-up. Previously, he was Director of Member Engagement at ITSMA, where he managed several of ITSMA’s industry segments and developed custom research, consulting, and training programs for a wide variety of leading technology firms.
Before joining ITSMA in 2000, Matt helped create and manage the custom marketing programs group for Horizon House Publications, publisher of Telecommunications Magazine. He began his technology marketing and sales management career directing the activities of a niche outbound call center. Matt holds a Bachelor’s degree in Anthropology from the University of Chicago. He is currently a Senior Associate at ITSMA.