Flevy
MARCH 8, 2022
Most organizations struggle to find a true strategic fit between their Corporate Strategies and their Supply Chain Strategies. For most organizations, they operate within a highly complex and globally interconnected Supply Chain. Each archetype is characterized by its Customer Value Proposition.
Strategic Account Management Association
AUGUST 24, 2021
From all this, we stress tested long-held views about strategic account management. Karen Passmore is Partner at the management consulting firm McKinsey and Company where she works on organizational design and go-to-market strategies with a focus on breaking down organizational silos. “Don’t look at SAM programs in isolation,” says Kahn. “We
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Luminas Strategy
JANUARY 15, 2024
As managers we, of course, believe that our organizations have a unique value proposition and that our offerings somehow provide us with a competitive advantage even if we are unable to articulate how this occurs. The Luminas Customer Value Xcelerator® (CVX) will help you know with certainty how to win with your customers.
Zendesk
MARCH 21, 2022
In this piece, we cover: Value chain definition. Benefits of value chains. Porter’s value chain. Value chain vs. supply chain. How to create a value chain model. Value chain example. Value chain analysis. Value chain definition.
Mercuri International
MAY 12, 2022
This is where the transition from sales representative to a more ‘account manager’ style role becomes relevant. To be able to reduce the customer’s concern over risk, the salesperson needs to be able to reassure them that the proffered solution is exactly fit for purpose and will offer an optimal return on investment. The solution?
Luminas Strategy
NOVEMBER 1, 2022
While grabbing the “low hanging fruit,” you can progress slower moving, multiyear technology investments, such as enterprise resource planning, customer relationship management, or content management systems, which often take a year and a half to three years to deliver returns.
QYMATIX
SEPTEMBER 6, 2022
Between supplier price pressure, supply chain problems and customer anger: Why wholesalers win with value-based customer management. Which customers can order quantities be reduced in view of the supply chain problems and which are better off not in the interests of the company itself?
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