Most account managers talk about value but Robert Sproule shows you how to prove it in fifteen minutes flat. Alex Raymond sits down with Robert, the VP of Account Management at SafetyChain, to discuss what it really looks like to show measurable impact in industries where the stakes are high and the paperwork never ends.
Robert explains how his team uses short, focused executive results reviews to help clients surface clear ROI and make stronger business cases with their leadership. He talks about how AI is helping his team cut back on busywork, sharpen their account planning, and stay ahead of renewal conversations without losing sight of the bigger picture.
Where are your clients seeing real outcomes? Are they able to explain why your product matters or have they started to forget? Alex and Robert’s conversation will give you a smarter way to keep your accounts growing and your partnerships strong.
Episode Breakdown:
00:00 Introduction
01:19 The High-Stakes World of Food Safety
05:01 Who Uses Safety Chain and Why It Matters
07:29 Robert’s Account Management Philosophy
10:16 Proving ROI Through Executive Results Reviews
15:01 Using AI to Support Account Planning and Renewals
21:01 Leveraging the Amplify Community
30:01 Identifying White Space and Driving Expansion
34:01 The Value of Consolidation and TCO Strategy
35:22 Clarifying the Roles of Customer Success and Account Management
Links
Connect with Robert Sproule:
LinkedIn: https://www.linkedin.com/in/robert-sproule-b02b783/
Website: https://safetychain.com/
Connect with Alex Raymond:
LinkedIn: https://www.linkedin.com/in/afraymond/
Website: https://amplifyam.com/
Podcast production and show notes provided by HiveCast.fm
