The paradox of agile and strategic ABM

4:00 PM - 4:30 PM

ABM is a long term strategy for growing specific accounts – but as customers adapt to their new normal of rapidly changing business needs, how can strategic ABM align and help you remain relevant?

Working at the pace of your customer has never been more important, and flexing what you do in response to their needs is paramount in ABM planning & execution. Now, using agile principles in ABM to anticipate and respond to customer needs quicker – and before they recognise them – can give you a trusted role in their transformation.  In this session, Andrea and Waheed will share their latest innovation of Agile ABM at Fujitsu.  Explore how they’ve taken an established ABM program, added a healthy splash of agile thinking and transformed their ABM operation to be customer relevant in real-time, while maintaining the integrity of a longer term, strategic approach.

Delegates will benefit from the following insights:

  • Building an Agile ABM approach:  Practical Guidelines on how to be agile and strategic in parallel
  • Using always-on insight to inform the velocity of your agile approach
  • Techniques and principles to foster swift decision making and faster time to market
  • How to adapt ABM Methodologies to reduce ambiguity and lead customers with clarity of purpose and intent

EMEIA ABM & DBM Lead,Fujitsu
Head of ABM EMEIA,Fujitsu