Special Guest Steven Silver, Senior Research Director @ SiriusDecisions
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Strategic Accounts: How information within complex contracts drives value throughout the customer lifecycle

Strategic, global, named, national or large accounts – call them what you will, they often represent a significant portion of both current and potential revenue. Most of these relationships comprise a complex tapestry of existing contracts, orders and deal documentation that lay the foundation for revenue growth.

Yet all too often, B-to-B organizations overlook the revenue value and risk impact of data from these foundational sources on the entire customer lifecycle. Understanding your customer’s history and current relationship structure is critical to growth, valuation and differentiation when managing large, complex accounts.

Learn how best-in-class organizations retain and grow revenue from strategic accounts by mapping the customer lifecycle, digitizing meaningful information from contracts, and integrating that information into downstream sales, finance and operational processes.

During the webinar we’ll share best practices such as:

  • How best-in-class organizations map out the customer lifecycle
  • The state of complex contract management
  • Ensuring complex relationships are understood and proactively nurtured organization-wide
  • Data and insights b-to-b organizations can collect and leverage—such as product mix, discounts, pricing triggers, service commitments and scale of relationship—to drive retention and growth
  • Activities and deliverables that leading companies employ to improve organizational alignment around strategic accounts

 

Presenters:

Steven Silver
Senior Research Director
SiriusDecisions

Steve brings over 20 years of experience spanning sales operations, sales management, product management and engineering. As a Research Director at SiriusDecisions, Steve provides best practice research, benchmarking data, analytics models and thought leadership on critical sales topics. Prior to SiriusDecisions, Steve served as Director of Channel Sales and Operations for The TAS Group, VP of Sales Operations at StorageTek, VP of Sales Operations at Qwest Communications, VP of Business Operations at USA.net, and Regional Sales Manager for MCI Telecommunications. Steve received a BS in telecommunications engineering from Texas A&M University and has conducted post-graduate work at The University of Chicago, the University of Denver and the University of Phoenix.

 

Praful Saklani
Co-Founder and CEO
Pramata

Praful Saklani has deep expertise in the artificial intelligence technologies core to Pramata, and experience in delivering enterprise process solutions to large corporate customers. Prior to co-founding Pramata, he founded and served as CEO of Yatra Corporation, which leveraged artificial intelligence and Internet technologies to optimize travel management processes. Previously, he was co-founder and managing partner of consulting firm, Invotech Systems, and a key executive of Waterhealth International, a social start up focused on bringing affordable drinking water purification solutions to developing countries. He graduated from Swarthmore College, where he received High Honors in economics and political science.


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