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SalesDriver™ Account Business Plan
Overview and screenshots




January 2010
Tapio Nissilä
Overview of SalesDriver™ solution
Software modules for improving sales management


                                Sales and Marketing Management

        Segment                  Account                       Opportunity                              Encounter
       Management               Management                     Management                              Management


                                 Account         Sales
   Customer                                                                                                          Sales
                   Customer                   processes             Sales                        Sales Person’s
   Selection
                 Segmentation
                                 Business     (solution,           Funnel
                                                                                 Gate Model
                                                                                                    Desktop
                                                                                                                      Call
    Criteria                       Plan                                                                            Planning
                                               product)

    Segment                        Yearly       Sales                              Win &                             Sales
                  Segment                                                                         Sales Team
    Business                      Planning     Mgmt               Win Plan          Loss                              Call
                  Reporting                                                                        Calendar
      Plan                          Cycle     Reporting                            Review                           Reports

      Data
                      Data        Account                                        Opportunity
    Collection                                   Sales             Value                          Resource           Lead
                   Collection    Management                                      Qualification
        for                                   Incentives        Quantification                   Management       Management
                  for Reports      Process                                         Criteria
  Segmentation



                                   Microsoft Dynamics CRM platform




                                                           2
Account Business Plan
Contents


                     Section                          Content
                                      1. Executive summary
           1.   Executive summary     • Summary for top level customer management
                                      • Includes main points from each section

                                      2. Understanding customers business and current challenges
                                      • Customer’s strategic challenges
           2.   Customer analysis     • Customers key development projects
                                      • Strategy, 3 year targets etc.
                                      3. Description & analysis on current state of business
                                      • Wallet share
           3.   Business overview     • Description of current business, current contracts
                                      • Key figures
                                      • Customers stakeholders and our customer facing team
                                      4. Opportunities to solve customer’s challenges
                                      • Opportunities related to customers targets
           4.   Sales opportunities   • On-going development projects
                                      • Identified sales opportunities


                Account strategy &    5. Strategy and targets set by the management
           5.        targets
                                      • Long term objective
                                      • Review period


                                      5. Actions to reach the targets
           6.      Action plan        • Action plan
                                      • Follow-up on actions to reach the targets



                                                  3
Account Business Plan
Screenshot of account information page




                                         4
Account Business Plan
Screenshot of account plans and history




                                          5
Account Business Plan
Screenshot of validated and qualified sales opportunities




                                            6
Account Business Plan
Screenshot of activities




                           7
Account Business Plan
Screenshot of reporting tools




           Account Business Plan          Account Business Plan
          Tool for Daily Sales Work        Summary Reporting




                                      8
ResultsFaster time to benefit with CRMmanagement
        through systematic and proactive sales

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SalesDriver™ Account Business Plan

  • 1. SalesDriver™ Account Business Plan Overview and screenshots January 2010 Tapio Nissilä
  • 2. Overview of SalesDriver™ solution Software modules for improving sales management Sales and Marketing Management Segment Account Opportunity Encounter Management Management Management Management Account Sales Customer Sales Customer processes Sales Sales Person’s Selection Segmentation Business (solution, Funnel Gate Model Desktop Call Criteria Plan Planning product) Segment Yearly Sales Win & Sales Segment Sales Team Business Planning Mgmt Win Plan Loss Call Reporting Calendar Plan Cycle Reporting Review Reports Data Data Account Opportunity Collection Sales Value Resource Lead Collection Management Qualification for Incentives Quantification Management Management for Reports Process Criteria Segmentation Microsoft Dynamics CRM platform 2
  • 3. Account Business Plan Contents Section Content 1. Executive summary 1. Executive summary • Summary for top level customer management • Includes main points from each section 2. Understanding customers business and current challenges • Customer’s strategic challenges 2. Customer analysis • Customers key development projects • Strategy, 3 year targets etc. 3. Description & analysis on current state of business • Wallet share 3. Business overview • Description of current business, current contracts • Key figures • Customers stakeholders and our customer facing team 4. Opportunities to solve customer’s challenges • Opportunities related to customers targets 4. Sales opportunities • On-going development projects • Identified sales opportunities Account strategy & 5. Strategy and targets set by the management 5. targets • Long term objective • Review period 5. Actions to reach the targets 6. Action plan • Action plan • Follow-up on actions to reach the targets 3
  • 4. Account Business Plan Screenshot of account information page 4
  • 5. Account Business Plan Screenshot of account plans and history 5
  • 6. Account Business Plan Screenshot of validated and qualified sales opportunities 6
  • 8. Account Business Plan Screenshot of reporting tools Account Business Plan Account Business Plan Tool for Daily Sales Work Summary Reporting 8
  • 9. ResultsFaster time to benefit with CRMmanagement through systematic and proactive sales