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White Papers

White Papers

Deeper insights into the world of strategic account management.

White Papers

Additional research-based insights to help you build and execute effective KAM strategies.

Check out our library of white papers for deeper insights and perspectives in making the shift from tactical selling to strategic account management.


I am interested in finding out more about how our account teams can have smarter customer conversations leading to better results.

Minding the Gap – The Shift Towards Value Creation

30 October, 2015

The debate over PCP or value creation is over. Value Creation is now your main focus. You need to transition away from the use of reach and frequency models where the PCP was the main target. 

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