Current business initiatives Target these accounts with Industry Value identified Propositions Develop relationships with senior Strong Technology Plus relationships research & LOB contacts Touch these accounts weekly Strong alignment to Technology Plus services B Competitive client Profile these accounts for prospecting Known industry initiatives Target with marketing / biz dev plays Strong Technology Plus value Touch these accounts monthly propositions C No Technology Plus relationships Target with marketing information and demand generation activities Little known about business initiatives Leverage Technology Plus Business Partners to penetrate Little about development spend Touch these accounts quarterly Additional Selection Criteria Many sellers find it difficult to move beyond revenue and profitability for their selection criteria. Healthy territory planning strikes a delicate balance between short-term revenue objectives and long-term investment. In spite of the quantitative value of this analysis in ranking potential key accounts, use of this approach has qualitative value in an attempt to come to grips with selecting this important group of clients. Consider the following and add your own: Tier 1 - Top 10 Technology Plus Installed Customer Territory Marketing Blueprint Driving awareness / maximising touch points Remember 9 touch points required to create – awareness and identify an opportunity.
Current business initiatives identified Strong Technology Plus relationships Strong alignment to Technology Plus services Target these accounts with Industry Value Propositions Develop relationships with senior research & LOB contacts Touch these accounts weekly B Competitive client Known industry initiatives Strong Technology Plus value propositions Profile these accounts for prospecting Target with marketing / biz dev plays Touch these accounts monthly C No Technology Plus relationships Little known about business initiatives Little about development spend Target with marketing information and demand generation activities Leverage Technology Plus Business Partners to penetrate Touch these accounts quarterly Additional Selection Criteria Many sellers find it difficult to move beyond revenue and profitability for their selection criteria. Healthy territory planning strikes a delicate balance between short-term revenue objectives and long-term investment. In spite of the quantitative value of this analysis in ranking potential key accounts, use of this approach has qualitative value in an attempt to come to grips with selecting this important group of clients. Consider the following and add your own: Tier 1 - Top 10 Technology Plus Installed Customer Territory Marketing Blueprint Driving awareness / maximising touch points – Remember 9 touch points required to create awareness and identify an opportunity.
Mprove-Sales-Territory-Action-Plan-2017.docx