Via International - Account Management

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FOCUS AREAS ~ ACCOUNT MANAGEMENT

VIA has implemented some of the most powerful account management processes and tool sets in use today. These assets have enabled our clients to focus on the accounts capable of delivering the greatest returns and to build strategic relationships that realise the potential of these accounts. The articles and case studies below give you valuable insight into how to achieve the same results, often written by the clients themselves. To find out how VIA can help you to exploit the potential of your account relationships, contact Michael White on +44 207 585 3399 or at mwhite@viaint.com.

Articles

Making strategic account management work
Max Hotopf
Are you bringing all the resources of your company to bear in your relationships with your most important customers? If so you are in a small minority. We interview Lisa Napolitano, president of the Strategic Account Management Association (SAMA).

Why Microsoft revolutionised account management
Chas Pell
The last few years have seen a quiet revolution in where Microsoft invests its account management resources. Ian Kent, head of channel policy, Europe, at Microsoft says: "Historically we have tended to place our account managers in major distributors and resellers. There is a natural instinct to place them where our sales are highest."

Philippe Jeaneret, WW sales development director, HP IPG: Building partner-centric account management
Rosemary Wyatt
How do you get a thousand account managers worldwide to creatively develop new opportunities with your partners? We interview Philippe Jeanneret, worldwide sales development director in Hewlett-Packard’s Imaging and Printing Group, on how HP and consultants VIA International devised and implemented a five-year project to do just this.

Managing international partners
Max Hotopf
International partnerships are easier to imagine than to implement. So what are the keys to ensuring success? We bring you a summary of the findings of the last Routes to Market Association conference.

The key to account management
Max Hotopf
We review Key Account Management and Planning by Prof. Noel Capon of Columbia Business School, which bills itself "the reference handbook on key account management."

Guy Swarbrick, VIA: Extracting information from your partners
Max Hotopf
For many companies, selling through intermediaries is like entering a black hole. They don't know who sold what to whom. RTM editor Max Hotopf talks to Guy Swarbrick, a director of VIA International, on how to get a clearer picture.

Account Management: From Fish Fingers to Caviar
Max Hotopf
Successful account management of routes to market is a bit like caviar. We all know what it smells and tastes like, but it is a rarity. Few people know how to get it.

Find out what kind of account management your customers want
Chas Pell
How, and when, should companies redeploy account managers? Chas Pell at VIA argues that you must first research what your customers want from you.

The big questions in account management..
Rosemary Wyatt
Rosemary Wyatt, a director of VIA International, outlines some of the big questions which all vendors should be asking themselves about account management - together with a few tentative answers...

Tackling the real issues
Max Hotopf
Slave, customer or employee? We asked a panel of big IT distributors how suppliers treat them. Their responses highlight the big issues in account management.

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