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:
- Culture: Create a customer-centric culture
- Trusted Advisor: Serve as a strategically aligned, trusted advisor
- 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”