Account Planning for Sales Orgs
Does your organization manage a portfolio of client accounts? Are you a SaaS, Services, or Consulting company looking to make a bigger impact with your clients? Have you set ambitious growth goals, but have uncertainty about your ability to hit them sustainably?
Approach
Strategic Account Planning is an approach to creating shared understanding for the current state of your relationships, solutioning, delivery, and account operations, developing a more strategic perspective of your clients, and identifying new opportunities and relationships.
Impact
Done annually, in 2-4 hour workshops (per account), Strategic Account Planning creates a foundation for accelerating growth and impact with your clients.
Actionable
Done across a portfolio, Strategic Account Planning highlights strengths and weaknesses that enable you to develop playbooks, growth plans, and partnership opportunities that will level-up your team.
Story
When Pivotal Labs was transitioning from a services company developing software for their clients, to a SaaS company enabling CIO’s Cloud strategies, they needed a better way to sell, enable and accelerate consumption, and accelerate client outcomes. And, they needed a better way to understand our position across a portfolio of accounts, and enable field teams to engage. During this time, I was a Customer Success leader working with clients on enabling their Cloud strategies. We developed the Strategic Account Planning workshop for Pivotal to create transparency and insights that enabled leadership and field teams to drive significant outcomes (and renewals) with our clients.