SAMA Pan European Conference 2017
Conference Keynotes Session Materials Agenda Speakers Venue Pricing & Registration Brochure

Growing Customer Value
A transformational journey

9-10 March, 2017 | Intercontinental Prague   |   #SAMAPEC17

Conference Sessions

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08:30 - 09:15SAMA president and CEO welcome/Opening keynote: Using Design Creation To Supercharge Customer Value Co-Creation [More Info]
Renae Leary, Vice President of Global Enterprise Accounts, Johnson Controls, Inc.
09:30 - 11:001. Quantify and track customer outcomes: Technology tools are changing the game! [More Info]
Jerry Alderman, CEO, Valkre
Brian Kiep, COO, Valkre
Velinda Cox, General Manager, Global Major Account Division, Konica Minolta Business Solutions, Europe
09:30 - 11:0010. Project Enrich: A case study of a program to enhance the GAM structure and drive growth from existing clients [More Info]
Shân Norman, VP Client Services, Crown World Mobility
09:30 - 11:0012. Good Intentions, Wrong Instincts: Counterintuitive Ideas for Improving Customer Conversations Across the Buying Cycle [More Info]
Jim Moliski, SVP, Sales Enablement and Product Marketing, Corporate Visions, Inc.
Thierry van Herwijinen, Director Global Sales Enablement & Sales Operations, Wipro
11:30 - 13:005. Creating collaborative value: A case study of joint go-to-market with strategic customers [More Info]
James Robertson, President, U.S., The Summit Group
Kourosh Motalebi, Sr. Business Leader - Int’l Strategic Business Development & Strategic Innovation Partnership, 3M
11:30 - 13:008. Digitalization Disrupts the Relationship Map Facing the SAM [More Info]
Hajo Rapp, Head of Strategic Accounts, Siemens
Volkhard Bregulla, Global Managing Director, HP
11:30 - 13:009. The Head of the Dragon: Transforming Negotiation and Business Development Capability from the Top [More Info]
Brian Sharp, Global Vice President EMEA Manufacturing Industry and IOT Enterprise Group, Sealed Air Corporation
14:30 - 15:3013. Building a Global Account Involving Top Multinationals [More Info]
Patrick Lupo, Director of Global Accounts, WBA (Walgreens Boots Alliance)
Michael Rabinowitz, Executive Director, Account Management, Merck & Company
14:30 - 15:3014. Delivering Compelling Business Impact Assessments to Accelerate Customer Decision Making [More Info]
Dr. Sugato Deb, Director of Key Accounts & Sales Excellence, National Instruments
14:30 - 15:302. SAM as a Foundational Pillar for Strategic and Sustainable Growth in a Massively Changing Marketplace [More Info]
Cor Dubois, Vice President, Value Based Sales , Nokia
16:00 - 17:0016. Closing the Distance [More Info]
Brian Riddick, Global Key Clients Program Manager, Arcadis
Marie Oliver, Academy Director, Arcadis
16:00 - 17:0018. Robot as an account manager: Are your clients ready for it? [More Info]
Varun Kohil, Associate Partner , McKinsey & Company
Hamza Khan, Associate Partner , McKinsey & Company
16:00 - 17:003. From Vendor to Trusted Advisor: Impact on Industrial Customer's Metrics Using a Joint Scorecard [More Info]
Diogo do Vale, Manager Global Metals Industry, SKF
18:00 - 20:00Networking reception, dinner and SAMA Excellence Awards™ presentation [More Info]
08:30 - 10:0011. The New Era of B2B Growth: Moving to Analytics-Based Sales [More Info]
Jeff Durr, Partner & B2B Marketplace Practice Director, Gallup
David Leonard, Partner & Advanced Analytics Practice Director, Gallup
08:30 - 10:0015. Transforming customer management models from capital expenditure to operating expenditure [More Info]
Patrick Albos, President, Oil, Gas & New Energies, Schneider Electric
Bernard Quancard, President and CEO, SAMA
08:30 - 10:007. Accelerate Growth in your Strategic Accounts with Account-Based Marketing [More Info]
Bill Simpson, Senior Associate, ITSMA Europe, ITSMA
10:30 - 12:0017. Finding and Selecting the Right Talent for Strategic Accounts [More Info]
Dominique Côté, VP & Global Head Marketing Excellence, UCB Biopharma
Jim Ford, Global Head of Client Development, ARCADIS
Renae Leary, Vice President of Global Enterprise Accounts, Johnson Controls, Inc.
10:30 - 12:004. Value Selling [More Info]
Robert Box, Partner, Mercuri International
Fadi Homsi, Head Global Key Account Management, Mettler Toledo
10:30 - 12:006. How Aptean Accelerated Growth Through a Transformational Account Management Strategy [More Info]
Charlie Thackston, President, SOAR Performance Group
Don Purvis, Practice Leader, Sales Strategy and Execution, SOAR Performance Group
Kyle Bowker, Executive Vice President, Global Sales & Marketing, Aptean
12:15 - 14:00Lunch and Closing Keynote: Talent, Transformation and the Bottom Line [More Info]
Phillip Lund, Solution Sales Program Director , Schneider Electric