This paper investigates the under-researched area of key account management (KAM) implementation through a systematic review of the literature, syndications with a panel of industry exemplars, and a survey investigating how organizations implement KAM. Through this we identify a stage model that...

Introduction -- Driving Change with Strategic Customers -- Setting the Joint Transformation Agenda -- Guiding Customer Business Transformation -- Enabling Internal Transformation -- Undertaking the Transformative Journey.

Purpose - The purpose of this study is to investigate the influence of digital transformation on the intersection of marketing and sales departments. Design/methodology/approach - This area has received little attention in academic literature while considerable amount of research exists...