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Delivering and managing global customers through channel partnerships
Christine Barratt explains how Channel Metrics have worked with BP Lubricants on creating customer maps – where customers are and which customers would be best served through which channel. They have...
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Value led relationships at MSD Animal Health
Ralph Baillie, Key Account Capability Leader at MSD Animal Health, talks about the difference between having a ‘customer focus’ and building true customer centricity in a B2B environment. With the...
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The Challenger Sale & KAM
Customers have changed how they buy and they value a great sales experience. Matt Kiel talks about how CEB wanted to identify what type of person could deliver that great sales experience. Their...
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Law Firm of the 21st Century
Julie Stobart explains how Eversheds noticed an appetite amongst its clients for change with regards to some of the traditional approaches taken within the legal industry and responded by...
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Leveraging your Brand with your Key Accounts
David Howie explains the importance of the Rolls-Royce brand as a key asset to open up new markets as well as to enable close working with existing key accounts. Rolls-Royce’s business model is based...
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Digital Marketing and KAM
Steve Kemish, Managing Director of Cyance Ltd explains how digital marketing is transforming the sales process in B2B. For complex sales, smart marketing can provide sales with valuable insights,...
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Developing Key Account Management Talent
Professor Graham Jones talks about high performing talent in the worlds of elite sport, military and business, highlighting the importance of creating the right environments for talent to thrive....
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Understanding the World of Procurement and the mind of the Professional...
Rob Maguire, Partner at Maguire Izatt, offers his thoughts around the relationship between key account managers and procurement professionals and how businesses might improve performance. Cranfield...
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The Procurement Perspective: Why should I give you an hour of my time?
John Murphy, Procurement Director at Royal Mail Group plc talks about strategic relationships and what makes them successful from his perspective. Cranfield Key Account Management Best Practice...
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The Power of Brands: Storytelling, Purpose & Consistency
Ben Richards, Consulting Director at Radley Yeldar summarises his presentation about what brands do and how they can help to cut through and simplify huge amounts of information. Cranfield Key Account...
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