Purpose: Despite its increased adoption by small, medium and large firms, pricing continues to be ignored in the C-suite. C-suite executives have minimal understanding of what pricing can do and how it impacts a firm’s performance. After two years in the COVID-19 pandemic and the resulting...

Purpose: This paper aims to discuss the changing role of the strategic account manager (SAM). Design/methodology/approach: This paper takes the form of an interview. Findings: SAMs, in the future, will be ecosystem captains capable of managing complex relationships and teams, of organizing data...