Address the missing link in account planning: involving your customer in the planning process.

1. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
The
Missing
Link
in
Account
Planning
–
Customer
Collabora9on
Presented
by:
Mark
Kopcha,
President
&
CEO,
Revegy

2. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
Housekeeping
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panel
on
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right
side
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informaBon.
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icon.
• Need
help?
Call
888.259.8414

3. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
Welcome
Revinar
/rev-­‐uh-­‐nahr/
1.
a
webinar
series
dedicated
to
sales
planning
and
execuBon
pracBces
which
drive
revenue

4. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
• Why
Account
Planning
• Why
Customer
CollaboraBon
is
ore
important
than
ever
• Quick
look
back
at
our
previous
two
webinar’s
• The
Missing
Link
–
Customer
CollaboraBon
• Summary
• Q&A
Agenda

5. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
WHY
ACCOUNT
PLANNING

6. Account
SegmentaBon/Revenue
Model
ACCOUNTS
REVENUE
20%
60-­‐80%

7. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
Strategic
Account
Revenue
Growth
Year
over
Year
12%
14%
10%
6%
8%
7%
0%
2%
4%
6%
8%
10%
12%
14%
16%
2009
2011
2013
Strategic
Accounts
Other
Accounts
SAMA
–
2014
Key
Trends
Report

8. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
From
the
Buyers
PerspecBve
–
How
many
Strategic
Vendors/Partners
do
you
have?
22%
22%
17%
13%
19%
1
to
5
5
to
10
10
to
15
15
to
20
More
than
20
Source:
Forrester
Research,
Q3
2012
Global
Sourcing
&
Vendor
Management
PrioriAes
Survey
81%
of
Companies
have
20
or
less
strategic
vendors/
partners

9. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
EffecBvity
of
Selling
to
ExisBng
Customers
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
80.0%
90.0%
100.0%
Effec9vely
Cross-­‐
sell/Up-­‐sell
Farming
New
Business
from
Exis9ng
Customers
Effec9vely
Introduce
New
Products
47.9%
47.3%
42.0%
38.5%
40.8%
44.1%
8.2%
9.0%
8.2%
5.3%
2.9%
5.7%
Don't
Know
or
N/
A
Exceeds
ExpectaBons
Meets
ExpectaBons
Needs
Improvement
Source:
CSO
Insights,
Sales
Performance
Survey

10. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
WHY
CUSTOMER
COLLABORATION
MATTERS

11. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
External
Business
Reviews
with
Customer
Why
CollaboraBon
Makers
More
Now
Than
Ever
• The
buyer
drives
the
process
• The
process
is
constantly
gelng
more
complicated
• You
are
expected
to
understanding
the
buyers
business
challenges
• You
are
expected
to
provide
creaBve
soluBons
• The
world
is
becoming
more
compeBBve
every
day

12. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
90%
3-­‐5
Years
60%
39%
Revenue
Performance
Top
Performers
Under
Performers
46%
Today
Plans
to
Collaborate
More
with
Key
Customers
The
Impact
of
CollaboraBon
Who
Cares
About
Customer
CollaboraBon
“In
the
next
few
years
we
want
to
build
deep,
strategic
relaAonships
with
our
customers,
enterprise-­‐to-­‐enterprise
relaAonships
where
the
‘customer
is
for
life.’”
Paul
Graham,
CEO,
DHL
Supply
Chain,
Singapore
IBM
CEO
Survey
on
Customer
CollaboraAon
(2014)

13. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
External
Business
Reviews
with
Customer
The
Value
of
CollaboraBon
ACCOUNTS
REVENUE
20%
60-­‐80%
• Finance
• MarkeBng
(Acct-­‐based
MarkeBng)
• Product
Management
• Supply
Chain
Management
• Manufacturing/DistribuBon

14. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
Account
Planning
Series
Revinar
1:
Strategic
Account
Planning
-­‐
What
Separates
the
GREAT
from
the
Rest

15. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
Account
Plan
–
Best
PracBce
Elements
Cri9cal
Success
Factors
–
Account
Plan
Elements
1.
Understand
the
Customers’
Goals
and
how
they
measure
success
2.
IdenBfy
and
Nurture
Key
RelaBonships
3.
Leverage
Customer
Value
Scorecards
4.
Build
collaboraBve,
team-­‐based
acBon
plan
5.
Measure
the
results

16. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
Account
Planning
Series
Revinar
2:
5
Steps
to
Ensure
You
are
Execu9ng
Your
Account
Plans

17. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
Common
Pioalls
to
EffecBve
ExecuBon
Pi`all
#1
One
&
Done
–
sales
planning
viewed
as
an
annual,
compliance/academic
exercise.
Pi`all
#2
Narcissis9c
–
focusing
sales
planning
and
sales
process
on
what
you
have
to
“sell”
vs.
the
customer’s
needs.
Pi`all
#3
Rear-­‐view
Mirror
–
relying
on
data
and
facts
that
have
already
happened,
what
we
know
and
what
is
easy
to
get
your
hands
on.
Pi`all
#4
Mum’s
the
Word
–
account
and
execuBon
plans
are
created
and
reviewed
only
internally.

18. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
Account
Planning
Series
Revinar
3:
The
Missing
Link
in
Account
Planning
–
Customer
Collabora9on

19. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
The
End
Game
MulB
year
collaboraBve
roadmap
for
how
we
are
going
to
work
together
with
our
customer
to
help
drive
THEIR
success.
Collabora9ve
Goal
Collabora9ve
Tasks
Purpose
and
Expected
Value
Assigned
(Customer)
Assigned
Target
Date
Status
Define
areas
for
maximum
impact
Establish
joint
project
team
Achieve
greater
yield
from
programs
Wyak
Samuels
Jane
Smith
4/02/2015
Complete
ExecuBve
alignment
IdenBfy
execuBves
–
host
a
kickoff
meeBng
for
them
Drive
parBcipaBon
and
focus
Jordan
Ashley
Mark
Edwards
5/18/2015
Not
Started
Define
expected
results
and
ROI
Define
project
measurements
Ensure
program
success
Sydney
Cooper
Wyak
Samuels
7/24/2015
In
Process
Develop
markeBng
case
studies
Create
reports
to
measure
success
Measure
and
report
success
Wyak
Samuels
Jordan
Ashley
9/09/2015
Not
Started

20. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
Build
Mul9
year
Roadmap
Develop
Your
Strategy
Start
CollaboraBng
Document
what
you
know
How
Do
We
Get
There?
Execute

21. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
1.
Start
with
a
CollaboraBon
Centric
Roadmap
CollaboraBon
Centric
Account
Planning
Roadmap

22. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
Document
what
you
know
• Research
your
customer
• Document
your
current
relaBonships
2.
Document
What
You
Know
Document
what
you
know

23. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
2.
Do
Your
Research
1. Company
Profile
2. Their
Financial
History
3. Your
Share
of
Wallet
4. Their
past
spend
with
you

24. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
2.
Document
Current
RelaBonships
1. Map
ExisBng
RelaBonships
2. Assess/score
your
current
relaBonships

25. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
Work
to
understand:
• The
customers
business
goals,
strategies,
and
iniBaBves
• Who
else
you
should
interact
with
(build
your
network
inside
the
customer)
3.
Begin
CollaboraBng
Start
CollaboraBng

26. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
3.
Understanding
Their
Business
Goals

27. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
3.
Expand
Your
RelaBonships

28. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
• Evaluate
where
your
products
and
services
can
assist
them
in
achieving
their
goals
• Develop
your
internal
plan
for
success
• Validate
with
your
coach
4.
Develop
Your
Strategy
Develop
Your
Strategy

29. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
Evaluate
where
your
products
and
services
align
to
the
customers
business
goals
4.
Develop
Your
Strategy

30. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
External
Business
Reviews
with
Customer
Revenue Goal
Customer Success Goal
Relationship Goal
4.
Develop
Your
Success
Plan

31. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
• IdenBfy
who
will
own
each
iniBaBve
and
how
best
to
work
with
them
• Validate
with
your
customer
coach
5.
Build
CollaboraBve,
MulB
Year
Roadmap
Build
Mul9
year
Roadmap

32. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
6.
CollaboraBve
ExecuBon
• Align
execuBon
with
your
customer
against
the
collaboraBve
plan
• Provide
value
to
gain
customer
buy-­‐in
and
acBve
parBcipaBon
throughout
the
relaBonship
Execute

33. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
The
Disconnect
Percentage
of
Account
Plans
Effec9vely
Executed
Source:
SAMA
Global
Survey
of
322
Strategic
Account
Managers/ExecuAves

34. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
MulB
Year
collaboraBve
roadmap
for
how
we
are
going
to
work
together
with
our
customer
to
help
drive
THEIR
success.
CollaboraBve,
MulB
Year
Roadmap
Collabora9ve
Goal
Collabora9ve
Tasks
Purpose
and
Expected
Value
Assigned
(Customer)
Assigned
Target
Date
Status
Define
areas
for
maximum
impact
Establish
joint
project
team
Achieve
greater
yield
from
programs
Wyak
Samuels
Jane
Smith
4/02/2015
Complete
ExecuBve
alignment
IdenBfy
execuBves
–
host
a
kickoff
meeBng
for
them
Drive
parBcipaBon
and
focus
Jordan
Ashley
Mark
Edwards
5/18/2015
Not
Started
Define
expected
results
and
ROI
Define
project
measurements
Ensure
program
success
Sydney
Cooper
Wyak
Samuels
7/24/2015
In
Process
Develop
markeBng
case
studies
Create
reports
to
measure
success
Measure
and
report
success
Wyak
Samuels
Jordan
Ashley
9/09/2015
Not
Started

35. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
Build
Mul9
year
Roadmap
Develop
Your
Strategy
Start
CollaboraBng
Document
what
you
know
How
Did
We
Do
It
Execute

36. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
Wrap-­‐Up
and
Q&A

37. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
A
Brief
IntroducBon
to
Revegy
Revegy’s
technology
makes
sales
planning
and
execu9on
happen.
Intelligent
Playbooks
and
Collabora9on
Tools
for:
• Strategic
Account
Planning
• Opportunity
ExecuBon
• Territory
Business
Planning
• Channel
Planning

38. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
Revegy
Serves
B2B
Sales
Teams

39. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
Thank
You!
Review
all
of
our
Account
Planning
Revinars
Online
@
www.revegy.com/revinars
FOR
MORE
INFORMATION
Email:
Michelle
at
mvaldez@revegy.com
Subject
line:
Account
Planning