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Tag: savings

Case study, Strategic account management program organization, Uncategorized

Lessons from a Winning Global Account Management (GAM) Program

By Danielle Matteson, Vice President, Strategic Accounts Program, AVI-SPL

AVI-SPL is a digital enablement solutions provider that serves 86 percent of the Fortune 100. It designs, integrates, manages ad supports on-site and cloud-based communications and collaboration technologies for organizations around the globe. AVI-SPL was the recipient of the 2021 SAMA Excellence Award for “Outstanding Mature SAM Program.”

Establishing a Customer-Centric GAM Program

The [GAM] program’s core mission is to form and maintain a trusted partnership with our clients that produces mutual innovation and value resulting in measurable outcomes.

Here at AVI-SPL we established our GAM program to drive long-term value through strategic alignment with our most valued global clients. Our program is oriented around three core, client-focused pillars:

  1. Culture: Create a customer-centric culture
  2. Trusted Advisor: Serve as a strategically aligned, trusted advisor
  3. Global Delivery: Optimize our client experience to consistently exceed expectations

Since the inception of our GAM program, we have seen more than 40 percent growth over projected revenue had we not created a strategic accounts program. We have exceeded industry benchmarks in revenue growth rates, wallet share expansion, customer satisfaction, and client engagement.

Continue reading “Lessons from a Winning Global Account Management (GAM) Program” →
June 14, 2021June 14, 2021client management, customer-centricity, global account management, kpis, revenue, savings, scaling, trusted advisorLeave a comment

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