Kaj Storbacka

Dr. Kaj Storbacka is one of the forerunners in the field of developing customer oriented business models. He has a Ph.D. in Marketing from Hanken School of Economics and a Master’s degree in Naval Architechture from the Helsinki School of Technology.

Professor Storbacka presently holds the chair of Marketing at Hanken School of Economics. During spring 2011 he also is Honorary Visiting Professor at the University of Auckland Business School in New Zealand. In 2006-2009 he held the chair of Sales and Account Management at Nyenrode Business Universiteit in the Netherlands.

Dr. Storbacka is a frequent speaker at internal seminars for major global corporations, at several Executive MBA programs and leading management development institutions in Europe, Americas and Asia. He is also the Programme Director for the Growth Accelerator Program arranged by Hanken & SSE Executive Education.

Kaj Storbacka has over twenty-five years of experience as a strategy consultant to major international firms within finance, manufacturing, media, travel, retail, utility, and telecommunications. He serves as the chairman of Vectia Ltd., a consultancy with 30 experts – specialising in customer oriented strategy development, and sales and account management, that he founded in 1994. Since 2004, he also serves on the board of the Strategic Account Management Association (SAMA), which is a Chicago based, non-profit organisation focusing on knowledge development and exchange.

Publications

Dr. Kaj Storbacka has published extensively both academically and managerially. Below a collection of managerial books authored by him:

Markkinamuotoilu: Johdatko markkinoita vai johtavatko markkinat sinua? (WSOY 2010)
Suvi Nenonen – Kaj Storbacka

Driving Growth with Customer Asset Management (WSOY 2006)

Kannattava kasvustrategia – orgaanista kasvua johtamalla asiakkuuspääomaa (WSOY 2005)
Kaj Storbacka

Arvomyynnillä kasvuun (WSOY 2004)
Kari Kaario – Risto Pennanen – Kaj Storbacka – Hanna-Leena Mäkinen (editor)

Selling Value – Maximize Growth By Helping Customers Succeed (WSOY 2003)
Kari Kaario – Risto Pennanen – Kaj Storbacka – Hanna-Leena Mäkinen (editor)

RED -Tee asiakkuudesta kokemus (WSOY 2001)
Kaj Storbacka – Oskar Korkman – Markus Westerlund – Hannu Mattinen

Customer Relationship Management – Creating Competitive Advantage Through Win-Win Relationship Strategies (2001; translation of Asiakkuuden ehdoilla vai asiakkaan armoilla )
Kaj Storbacka – Jarmo R. Lehtinen 

Arvoa strategisista asiakkuuksista (WSOY 2000; translation of Create Value with Strategic Accounts)
Dr. Kaj Storbacka – Petteri Sivula – Kari Kaario

Create Value with Strategic Accounts (Kauppakaari 1999)
Dr. Kaj Storbacka – Petteri Sivula – Kari Kaario

Asiakkuuden arvon lähteillä (WSOY 1999; translation of Det kundnära företaget. Att utveckla konkurrenskraft ur kundrelationer)
Kaj Storbacka – Ralf Blomqvist – Johan Dahl - Tomas Haeger

Det kundnära företaget – Att utveckla konkurrenskraft ur kundrelationer (Liber Ekonomi 1999)
Ralf Blomqvist – Tomas Haeger – Johan Dahl - Kaj Storbacka

Asiakkuuden ehdoilla vai asiakkaan armoilla (1997)
Kaj Storbacka  – Jarmo R. Lehtinen