Commercial Integrator + Security Sales - January/February 2025 - 30

CI
ALLIANCE: ACCOUNT MANAGEMENT
SAM
Program
Completion
2016
2017
2018
2019
Sales ($)
2020
Est. GP ($)
Gary Huebner's sales performance has soared since completing the SAM Program. As depicted in this graph, ever since 2021, he
has been consistently surpassing annual goals. The 2021 milestone marks a turning point in his professional growth.
Key Drivers
Miller emphasizes the importance of
discovery and customer understanding,
stating, " A key driver in our industry is
spending more time in the discovery
phase to gain deeper insights before
off ering solutions. Instead of immediately
listing manufacturers and ideas, we
encourage account managers to focus on
understanding the client's needs fully,
ensuring we bring the right resources to
deliver meaningful results. "
Stephane Maujean, sales manager, vendor
partnerships, with Switzerland-based
audiovisual systems integrator Lemanvisio,
agrees. Having a broader perspective
on projects allowed him to explore new
directions and uncover diverse solutions.
Instead of focusing solely on the core
project, he has expanded discussions with
the customer to consider all possibilities.
This approach has truly helped his fi rm
deliver added value and stand out from
local competitors.
The second key drive of the program is
to elevate and grow client relationships.
Miller explains, " To truly grow these partnerships,
account managers must deepen
their engagement across multiple areas
and regions. While many successfully enter
an enterprise account, they oſt en focus on
only one or two areas, missing opportunities
to support broader collaboration and
communication through technology. "
For example, Maujean says, " We are
collaborating with customers to map out
goals for the next two, three and even
four years. While this forward-thinking
approach is common in the IT sector,
it is still new to the mentality of the AV
integration industry. "
Eff ective account management hinges
on building strong relationships and
prioritizing clear communication. This
includes creating alignment, off ering
creative tools and ensuring seamless
collaboration - both internally and
externally - so commitments are met
locally, regionally and globally. A critical
component is developing account plans
that map out resources to execute strategies
during negotiations, driving success
across enterprise accounts.
'Some of the Brightest
and the Best Worldwide'
Miller says, " Many of the account managers
who've gone through this curriculum
from the start, are some of the brightest
and the best worldwide. Whether you're
a seasoned professional or newcomer,
it's a journey. You don't take a class and
you're done. " The process is a continuous
learning journey for account managers at
every level.
He continues, " Many who have
completed the curriculum realize they
were already applying some concepts but
uncover new approaches that help them
off er more comprehensive solutions. It's
an evolving process, ensuring account
managers consistently enhance their
skills and deliver meaningful results. "
Accessibility has been a key driver of
the SAM Program's success. Although
in-person events like the Alliance's
30 Commercial Integrator+Security Sales & Integration | January/February 2025
Supersummit gatherings initially served
as the program's training ground, PSNI
recognized the need for a more inclusive
approach. Transitioning to an online
curriculum made this global initiative
accessible to all CSPs, regardless of time
zone or geography. Today, the program
includes micro-learning modules, available
24/7. These bite-sized lessons make
it easier for professionals to stay engaged,
even amid demanding schedules.
As Miller sees it, " Best practices that stay
internal are not best practices. They have
to be shared, taught, believed and become
part of your DNA. " To achieve this, PSNI
implemented a 24/7 online accelerator
course designed to teach the core principles
of the SAM Program, aiming to equip
its 2,000 salespeople and account managers
worldwide with the skills needed to elevate
their capabilities and represent PSNI at the
highest level of professionalism.
The digital format also serves multilingual
teams, with content designed
for those who may have English as a
second language. These initiatives have
not only increased completion rates but
also democratized learning opportunities
across the PSNI ecosystem.
SAM Program Fosters Trust
Feedback from the fi eld reinforces the
SAM Program's impact. Account managers
consistently highlight how SAM
fosters trust both within their teams and
with clients. By creating a space for peers
to collaborate - even among those who
formerly viewed each other as competi2021
2022
2023
2024
GARY
HUEBNER

Commercial Integrator + Security Sales - January/February 2025

Table of Contents for the Digital Edition of Commercial Integrator + Security Sales - January/February 2025