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| Interview with Rolf Sigg
Executive Vice-President
Siemens Building Technologies
(2:10 min, Online DVD) |
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Implementation of a global
Key Account Management program Siemens Building
Technologies (SBT) is a world leader in solutions for fire
safety, security systems and building automation, with revenues
of approximately 6 billion US$. Customers are building owners
and facilities operators such as property developers, building
contractors, corporations, airports and governments. SBT
employs 30’000 people in over 50 countries.
In 2001, SBT defined a goal to increase sales with major
accounts and launched a worldwide Key Account Management
(KAM) program.
One of Infoteam’s top specialists in this field conducted
a series of senior management workshops to establish ownership
of the KAM process and created a custom-made program based
on WCS and MSA. An international team of Infoteam associates
deployed the pilot program in 2002 for account teams in
Switzerland, France, Sweden, UK and USA. Close follow-up
and support of the program implementation was organised
jointly with the customer.
Key success factors: Strong company drive to create ownership
of the Key Account Management process by line management
before the program launch, training contents adapted to
the client's business, combination of account management
workshops with short- and long term impact.
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