Sitemap  |  Contact  |  Home   
Home > Knowledge Center > The Skills Your Company Must Have > Reverse the Commoditization
Knowledge Center

The CEO's Challenge

The Skills Your Company Must Have

 
Reverse the Commoditization

 
Driving Your Company's Growth Agenda

 
Developing Customer Relationship Capital

 
Capturing the Wallet of the Future

 
Managing Global Client Relationships

 
Tackling the Front Office Productivity Challenge

 
The Gold Collar Worker

 
Understanding corporate clients

The Manager's Handbook
Knowledge Center

Reversing the Commoditization of Customer Relationships Reversing the Commoditization of Customer Relationships: Is It Time to Rethink Your Strategic Account Program?
Peter F. Mathias

Over the past decade, executives have become painfully familiar with the consequences of the progressive commoditization of their products that has resulted from globalisation and from the greater transparency and deregulation of markets. The speed with which product life cycles move toward maturity has shifted into high gear.

This article describes why, in this context, the challenge for many companies will be to transform their SAM programs from a necessary evil imposed by clients to an opportunity that drives corporate strategy and growth both for their clients and for themselves.

read full article (PDF) Getting CRM Right