This presentation was delivered by Allscripts' EVP, Shad Williams, at the Strategic Account Management Conference in May 2016 in Chicago, and details how their innovative strategy to key account planning has yielded significant results in revenue potential and growth.

2. Allscripts Prescription for Key
Account Planning Success
Shad Williams
Director & AVP
Tim Braman
VP, Corporate Strategy

3. Agenda
The Allscripts Customer Landscape
Strategic Account Strategy: Goals & Objectives
Why Technology
An Innovative Approach to Account Planning
Lessons Learned
Speakers
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4. Execute across the healthcare
continuum
Ambulatory
Hospitals
Health Systems
…
Home Health
Long-­Term Care
Hospice
Private Duty
…
Pharmacies
Labs
Specialists
In-­ and out-­of-­network
physicians
YMCA’s
…
Physician Practices
Clinics
…
Acute Post Acute Community
Patient Engagement
Technologies
Portals
Wearable Tech
Personalized Medicine
…
Consumer

5. 45K+
PHYSICIAN
PRACTICES
12M+
REFERRALS
180K
PHYSICIANS
7.2M+
PATIENTS
USE PORTAL
2,500
HOSPITALS 19KPOST-ACUTE
FACILITIES
An Open, Connected
Community of Health™

6. Our Customer Landscape
Client base grew heavily through M&A
Growing suite of 30+ solutions meant that client plans were
transactional and focused on the department where products are in
use

7. No defined processes or consistency
around account planning
Account planning was specific to the geographic region or client
department – no consistency
No centralization of plans - lost key documentation when associates left
Unable to mine data – insights weren’t being shared across
organization
Variation in formats and processes across teams – no common voice or
methodology
Missed out on opportunity to track meaningful activity through sales
cycle
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8. Technology was the answer…
• Technology is in our DNA!
• We understand the value of
technology in automating
processes and driving internal
consistency and collaboration
• Buy vs. Build – find a solution
designed specifically for what we
wanted to accomplish without
limiting us in terms of flexibility
Speakers
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9. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
Revegy Value Proposition
presented to Allscripts
• Visual & Collaborative
• Flexible to enable the ‘Allscripts Way’
• Automate to Focus on Strategy/Tactics, not Data Entry
• Cross Plan Analytics

10. Copyright © 2013 Allscripts Healthcare Solutions, Inc. 10
Account/Opportunity Planning for
Account Owners: AOE Community
and Professional Premier Accounts
November 2014

11. Need for Standardized Account Planning Tool
Creation of the AOE program in late 2013 created a business
need for Account Planning tools
Business Need
• More usable and “sales” friendly
• Sales process agnostic in order to allow
flexibility
• Ability to create whitespace reports and
strategic roadmaps directly into the
system that can be customized by
Sales Teams
• Create more meaningful reports on
whitespace and account health/risk
based on data inputted directly in the
system
• Graphical interpretation of Account
relationships that is driven from SFDC
data
• Ability to produce client-­facing
summaries based on data within the
Tool
Current State-­ Salesforce.com
• Not user friendly, not mobile ready
• SFDC is a data entry tool that
requires customization to meet
specific needs
• Difficult to build whitespace, strategic
roadmap templates directly in the
system (manual files used instead)
• Data is stored in manual files, hard to
produce Territory, BU reporting on
whitespace, account health/risk
• Contact information is text
• Sales/AOEs have to create manual
client-­facing summaries and are
typically lost during associate
transition

12. Tool Selection Process
4 Vendors were invited to participate in the RFP, 2 Vendors
moved to the business requirement evaluation phase.
Allscripts Out of the Box Functional Score -­ Revegy scored
84%, Other vendor scored 68%
Revegy’s Key Benefits:
• Provides a comprehensive solution that can be customized easily
for our needs
• Fully Integrated with SFDC as a tool in the Salesforce
AppExchange
• User Interface is “Sales friendly”
• Enable standardization of SFDC-­native Whitespace Reports,
Strategic Roadmaps, etc.
• Create standardized client-­facing summaries and internal reports

13. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
Stakeholder Mapping in Salesforce.com

14. Relationship/Stakeholder Maps

15. Map: Strategic Imperatives Map
C U S T O M E R L A N D S C A P E

16. White Space/Heat Maps

17. Execution/Action Plans

18. Strategic Engagement Model

19. 19
AOE Operational Excellence Objectives

20. Lessons Learned
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Understand your organization’s culture around account
planning
ü Focus on methodology FIRST
ü Take steps to be organizationally and
technically ready
ü Get management involved

21. Other world-­class SAM organizations
using Revegy

22. Speaker contact information in 24pt Arial
+1-­234-­567-­8923
contact@address.uk
www.address.uk
Speakers
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