– SPONSORED CONTENT –


TECHNOLOGY AND ENABLING SAM AS A CORPORATE STRATEGY


If you’re responsible for the success of your SAM program, you are probably struggling with By Jerry Alderman


CEO Valkre Solutions, Inc.


understanding how you can make better use of technology. You're not alone! Technology is a top focus among the SAM community with nearly nine out of 10 respondents giving it very high importance in a recent SAMA study, which also indicated that the top need is for tools that enable value creation and communication.


A few years ago we, Valkre, started a collaboration with SAMA on the idea of SAM


Enablement™. Our collective view was that SAMs needed to be better enabled with technology and that technology needed to be better aligned with the actual strategy of SAM. We saw SAM Enablement as being different than traditional approaches such as sales enablement or account planning, the difference being that enabling SAM is a customer-facing, corporate strategy that requires enablement of many roles internally and externally across the entire customer journey. Yes, the SAM is at the center of it all…but without the collaboration of key customer stakeholders, top management and sales and marketing executives, then the value creation and growth promise of strategic or key accounts can be difficult to realize. So, we set out in 2016 with the SAMA community to co-create a next-gen SAM Enablement solution.


2 8 VE L O C I T Y ®


VOL. 21 ISSUE 3 2019


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