The Quest To Become A Strategic Supplier
How You Can Become More Strategically Important To Your Customers
Your Importance To ‘The New Buyer’
Don’t forget to include all the relevant business functions including for example; procurement, finance and operations, as well as the end user. This is particularly important if what you are selling is traditionally being bought by engineering, IT, or other technical functions who must increasingly defer to these so called ‘new buyer’in making important buying decisions.
The shift in the balance of power in terms of buying decisions has implications for your KAM strategy. It means that you must engage with the business and economic buyer, communicating why you matter in a language that they understand. Increasingly that is the language of numbers and the business case (or economic justification for the purchase).
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
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