blah blah..sjsazjznnn asnjajajsajsnsa gsdaaajsjmdndnxvzgfsjdjdmznzjssjsksksjxnxnxznzgzgzgshsjdsjxnmxnmxmxmxjdhjdhdshshxhxhxhxjdxjdsjsjsjzhzhxzhs

1. Account Plan Review 2014
Dinesh Bharadwaj
Sales-Engineer

2. Overview
2

3. Company Overview
3
Business Operation Details
•Type of Business
•Group Turnover
•No. of Installations – Offices/Factories/Outlets
•Manpower
•CEO/Chairman
Other Noteworthy Details
•Xxx
•Xxx
•Xxx
•Xxx
•xxx

4. Strategic Direction of <Account Name>
4
Strategic
Objective 1
Objective 2
Objective 3
aaa
Impact on SE due to focus on this objective
aaa
aaa
aaa
Initiatives Implications for SE

5. Organization Structure
5
CEO
MD
EVP
Manager
Facilities, Admin
ra
BPO
SCHNEIDER ELECTRIC PRESENCE
Who visits them
from SE
+visit frequency
Mapping from SE
Who visits them
from SE+visit
frequency
Who visits them
from SE+visit
frequency

6. Relationship Map at <Account Name>
6
High
ImpactonDecisionMaking
Preference to Schneider Electric
Low
Mani
Radha
(Mentor)
Ramesh G
(Mentor)
Rohan
Parikh
(Supporter)
Koushik
R.N
(Supporter)
Praful
Bhagi
Sanjay
Bhat
Mani RGirish
Patil
Karthik K
(Influencer)
Lakshmi.S
(Influencer)
Bala S
(Influencer)
Role
Decision Maker –
Supporter
Decision Maker –
Detractor
Influencer – Supporter
Influencer -Detractor
Venkatesh
(Supporter)
Low
High
ative Names. Please
actual names as
cable for your account.
highlight if anyone
orts competition
Supports competition

7. Performance
7

8. PAM and OB Details
5.5
2.5
1
8.5
6.5
2.4
12.5
8.5
5
0
2
4
6
8
10
12
14
CAPEx 1 SE PAM Total OB
2013 2014 2015
8
CAPEx
Growth %
1SE PAM
Growth %
Total OB
Growth %
2013 – 14
2014 – 15
2014 PAM
MINR
2015 PAM
MINR
Buildings
Energy
Industry
IT
Partner
Total

9. Summary of Order Booking
All nbs in MINR 2013 Actual YE OB 2014 OB Target YTD OB OB Growth vs y-1 (%)
Partner
Buildings
Energy
Industry
ITB
Total
9
Comments:
•Aaa
•Aaa
•Aaa
•Aaa

10. Status of Competition
Major Competitors Presence Areas Major Wins Vs SE in 2014
ED, Buildings,
MEP
ED, Buildings
ABB ED, Buildings
Antelec ED
Voltas MEP

11. SWOT Analysis
11
ddd
Strength
Opportunity
Weakness
• bbb
Threat
● ccc
● aaa

12. Action Plan
12

13. Opportunity pipeline
13
P/l for ROY 14
P/l for 2015
Indicative funnel.
Use extract from
bFO
List of Major Opps and Stage
List of Major Opps and Stage

14. Plan for Countering Competition
14
Major Competitors Core Strengths Counter Measures

15. Customer Coverage Plan
15
Decision Maker Location SE Coverage plan with Visit Frequency

16. Differentiating Factors
16
Differentiation/Value Proposition as a Solution Provider
•Provide details of the technical differentiation you pitch to your customers
Differentiation/Value Proposition in terms of Relationship with the account
•Provide details of how you are managing the relationship differently from the
competition in your account

17. Support from Management
Please detail areas of support required from SE Management
• Aaa
• Bbb
• Ccc
• Ddd
• Eee
• Fff
17