The quarterly business review for Q3 FY16 highlights strong performance, achieving 102% of quota with significant new opportunities, while losing 10% of territory due to competitor choices. The action plan includes scheduled webinars, local events, and engagement with dormant leads to drive demand generation in the upcoming quarter. Recommendations focus on removing obstacles to maximize success, enhancing marketing efforts, and leveraging senior leadership for introductions to key accounts.

1. NAME OF YOUR TERRITORY
QUARTERLY BUSINESS REVIEW
Q3 FY16
Your Name
Your Title

2. AGENDA
Review of Q2
Approach for Q3
Recommendations
1
2
3

3. REVIEW OF Q2
We made great progress in the territory, and branded the company well.
Wins – Finished 102% of quota
• Notable net new opps include ACME Co ($250k ACV), & ABC Inc ($475k ACV)
• ~70% of completed meetings were with decision makers
• Finished #2 on the SDR team
Losses
• 3 of my Top 25 accounts chose competitors (Debco, Suite223, & Lerida)
• Lost 10% of my territory at start of Q4 (new personnel, scaling of team)
Findings
• 2 potential channel partners could be a good fit (Banyan Consulting & the Crespi Firm)
• Hosting business lunches in the territory helps convert prospects to opps

4. APPROACH FOR Q3
The SDR/AE relationship is tight, and we feel confident about the quarter.
Key Logos
• Top 25 prospective accounts are identified (based on ideal customer profile)
• Meetings already scheduled with 20% of Top 25
Competitive Landscape
• 35% of our key target accounts are using competitive products (90% up for renewal!)
• New product release expected this quarter (2nd half)
• Account Executive is a former employee of ours
Sales Intelligence
• Now using SalesLoft, InsideView, & LinkedIn to identify triggers

5. APPROACH FOR Q3 (cont’d)
Action Plan / Outreach
Demand Gen efforts
• 2 webinars scheduled (Month 1, Month 3)
• 2 local events scheduled (lunch in Month 1, dinner in Month 2)
• 4 new case studies, 1 new whitepaper now available for download from our site
Low-hanging fruit
• Contacting all dormant leads (last activity >60 days) – currently 294 leads
• Email/call campaign against Closed Canceled opps – currently 5 opps
• Crafting intro emails for senior execs to forward to key connections
• Attending major tradeshow in Month 2; meeting 4 key contacts at the event
Bolstering my brand
• Revamping my LinkedIn & Twitter profiles
• Attending Sales Hacker Conference (Month 1), AA-ISP chapter event (Month 3)
Daily/Weekly Cadence
• Continuing pace of 40 connects (phone) per week; 12 touches per account

6. RECOMMENDATIONS
Remove these obstacles, and we’ll crush it this quarter.
Marketing
• Ask an industry influencer to host our next webinar
• Produce case studies that highlight these 2 features (feature 1, feature 2)
Product
• Excited about the upcoming release; will meet 2x per month to share notes from calls
• Prospects continue to ask about our mobile platform
Senior Leaders
• Help is needed with brokering introductions to the C-level in Top 10 accounts
• Our CRO is in my territory in Month 2; coordinate a lunch with the Crespi Firm?