Purpose: Designed so that you can proactively manage partner/major accounts.
Why use an Account plan: Strategic/Major accounts can require a longer development cycle before any business is signed. Because of this we manage the development process using a Strategic/Major account plan.
Highlight of Strategic/Major account plans: Track and manage high level view of the development process using familiar sales tools.
Decision Process: Enter the decision process the contact will take in making their ultimate decision. Module helps you to bring in addition company resources to better manage the sale/development of the account
Opportunity Items: Enter items that you and client feel will help them to design the ultimate solution. By defining items in salesforce you can better manage multiple opportunities/developments at one time.
Call/Meeting Planners: Organize your touches with pre and post call planning. This tool helps you to see what you’ve done and identify your next steps before making contact.
Milestones: These help you to break down long processes into smaller more manageable items. There value is in helping you see small gains to reach the ultimate goal of a new partners ship or major account
Strategic Account Plan Details
Stage: Plan status
Planning
Active
Closed - Achieved Goal
Closed - Fell Short
Closed - Stopped Pursuing
Closed - Converted to Opportunity
Type: Account classification
End User
Partner (Active)
Partner (Development)
Expected Business: What do you plan on for business from the account
Type = End User
5,000-10,000 Annual Revenue
10,000-20,000 Annual Revenue
20,000-35,000 Annual Revenue
35,000+ Annual Revenue
Type = Partner
1 - 20 Leads/yr
20 - 30 Leads/yr
0 - 40 Leads/yr
40 - 50 Leads/yr
50+ Leads/yr
Current Environment: Statement about what they are doing in relation to our services
How will we help the account? Rough outline of our solution/reason for calling on the account.
Plan to develop the account: Rough plan to be updated as plan progresses
Perception Rating: Based on perception score the account will either see us as
Average
Excellent
Plan Tracker: Designed to keep Strategic Accounts progressing. When a plan is not updated for more than 30 days it is listed as “Update required”. If an account is worthy of being tagged a Strategic/Major Account a contact of once a month is expected.
Key Strategies: What important actions is the account currently working in.
Industry Challenges: What internal/external factors are impacting the accounts industry?
Industry Opinion: Ask around and enter what people in your community or the accounts peers think of them.
Competitive Pressures: What internal/external factors are impacting the account
Financial Trend: Is the account growing or shrinking
Development Points
DM Access: Have you been granted access to all contacts involved in a decision
Meet w/Decision Makers: Check only when you’ve been able to meet with ALL the decision makers
Perception Analysis
This is a scoring system used to grade what you feel the account thinks of us. The score is on a 0-5 scale. 0 = Account has a high perception of competition. 2 = Neutral perception of us and the competition. 5 = Account has a high perception of our abilities. The total of these scores is used to calculate the over all perception score.
People: The accounts perception of the people in our company. Do they understand what our people do and that we will do it to their expectations?
Process: Do they trust our process is a better solution than their current and do they feel it will work?
Technology: Do they trust that our technology is proven and is everything that we’ve presented it to be?
Experience: Do they trust that our experience is solid and places us in a position to deliver them a winning solution?
Service: Do they understand how our service functions and how it will benefit them? Is it what they want?
Competency: Does the account believe our company is able to deliver their solutions without problems?
Credibility: Have we done everything to demonstrate our credibility? Does the account believe we are the best choice?