TITLE

Steria: why account managers need strategic marketing

AUTHOR(S)
Burgess, Bev
PUB. DATE
September 2011
SOURCE
Velocity;2011, Vol. 13 Issue 3/4, p36
SOURCE TYPE
Periodical
DOC. TYPE
Article
ABSTRACT
The article describes the key strategic marketing competencies adopted by information technology service provider Steria. These include the development of customer insight, creation of value propositions, and establishment of reputation. The company emphasizes the uniqueness of its key clients. Its account planning strategies incorporate a strategic account planning workshop that helps in the creation of value propositions. The company's reputation grew by improving its relations with clients.
ACCESSION #
66684197

 

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