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Farewell to the pricing manager: new ecosystem captains drive profits via pricing

Andreas Hinterhuber (Department of Management, Universita Ca' Foscari, Venice, Italy)
Bernard Quancard (Strategic Account Management Association, Chicago, IL, USA)

Journal of Business Strategy

ISSN: 0275-6668

Article publication date: 17 June 2019

Issue publication date: 9 July 2019




This paper aims to discuss the changing role of the strategic account manager (SAM).


This paper takes the form of an interview.


SAMs, in the future, will be ecosystem captains capable of managing complex relationships and teams, of organizing data and of telling stories with analytics. SAMs in the future will be assessed along with a set of metrics that it is similar to metrics of how top management consultants are evaluated: activities, competencies, intermediary results, sales/margins and quantified business value.


This interview discusses the current and future best practices of strategic account management.



This article is based on the forthcoming chapter: Hinterhuber, A. Quancard: “The Strategic Account Manager as Ecosystem Captain – Driving Profits Via Pricing” in Hinterhuber, A., Liozu, S. (editors) “Implementing pricing strategies,” Routledge, 2019. Copyright (c) 2019 Routledge. All rights reserved. Reprinted by permission.


Hinterhuber, A. and Quancard, B. (2019), "Farewell to the pricing manager: new ecosystem captains drive profits via pricing", Journal of Business Strategy, Vol. 40 No. 4, pp. 18-27.



Emerald Publishing Limited

Copyright © 2019, Emerald Publishing Limited

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