empower your customers by simplifying account planning
TRANSCRIPT
Empower your Customers by Simplifying Account Planning
Denise MatalasVP, Strategic Sales and Marketing ProgramsOracle
Mark KopchaPresident & CEORevegy
Agenda
Oracle’s National Security Group
SAM: Complex Challenges, Unique Opportunities
Why Technology
An Innovative Approach to Account Planning
Lessons Learned
BackgroundOracle National Security Group
Mission:
Serve as trusted partner to the US Intelligence Community providing innovative technology solutions that produce the world’s most comprehensive and responsive Intelligence.
Scale and Complexity Large Organizations
StrategicComplex
Account Planning Challenges: Consistency, frequency, . . .
Team Challenges: Collaboration, Knowledge loss, . . .
• Limited collaboration
• No defined process to store, share and collaborate on account plans
• Knowledge and information was lost when account managers left
Needed a better solution to drive repeatable SAM process
Strategic Account Plan Goals:
• Create accessible organizational knowledge base
• Drive a consistent, strategic sales thought process
• Share and reinforce best practices on an ongoing basis
• Leverage collective input of team and drive collaboration in planning process
Technology’s role within the new solution
• Visual & collaborative
• Flexible and scalable
• Enables customer-centric value selling
Relationship/Stakeholder Maps
White Space/Heat Maps
Executing Account Plans
12
Reinforcing Best Practices
Impact of SAM Technology
Outcomes
Teams now self-govern based on collective best practices
Consistency across teams More efficient, effective coaching
Improved onboarding and new reps and account owners
Lessons Learned
Get executive buy-in and support
Establish consistent process to support ongoing journey
Consistent reinforcement and coaching is key
Other world-class SAM organizations using Revegy
Thank you!Denise Matalas [email protected]
Mark Kopcha [email protected]
Don’t miss SAMA’s next webinar on August 31st
Value Beyond the Sight Line