Sales & Pre-Sales Cloud Journey
Sr. Mgr. Partner Field Development
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Account Planning for this fiscal year
Territory PlanningWhy are we here? Account Planning Questions
Salesforce Initiates FY18 Revenue Guidance of $10.1 Billion
to $10.15 Billion
Connecting to customers in a whole new way
“…Closing a record
number of large
transactions as more
and more companies
look to Salesforce as
their trusted advisor to
redefine their customer
strategies.” - Keith
$1M is the seed
Long term relationships
Court CIOs & court CxOs
Know their industry & business
We’re Transforming Our Thinking & Actions
$1M is a big deal
Hide from CIOs
2000 vs. 2017
Process, Technology and Cultural Transformations Drives
Connect the Dots
AE + SE
Multiple C-level Evangelists
Floor Walking, POC
Exec Mapping for Long Term Engagement
ROI Business Case
Large, Global Team
Mutual Close Plan
Most companies do sales planning like this
Strategic thinking and
How often do we look at our
How many opportunities do
we deal with every week?
Having a strategic plan for the account is key
Drive consistent and
well managed set of
activities to ensure
tactical and territory
account planning for
How often do we look
at our territory?
opportunities do we
deal with every week?
Roles of creators and consumers
Close Big Deals
AEs / RVPs AVPs, Execs,
Building An Account Strategy Takes Time
Account Profile Summary
Profile - Know Your Customer
Review the industry primers before starting
What businesses are they in?
Is the company profitable?
Are they growing?
Review what is top of mind to the CEO
What are the stated Initiatives
Go To Market
How do they sell and in what markets?
How are their competitors doing?
Company / Industry Buzz
What are the news, blogs, boards saying?
Business Unit Summary
Install Base Success Stories
Analyze - Be An Insider
Confirm top priorities with executives
Dive into business strategies
Breakdown employee counts and revenues by business unit
Identify where the business investment is happening
Know Where Power Is
Build an organizational influence map
IT & Business Infrastructure
Understand what’s implemented and what’s coming up for upgrade
Identify who makes IT decisions
Success & Usage Statistics
Build the success stories
Know what’s working and what’s not
Which GSI partners have relationships inside the account
The account plan - Influence Map
Classify your contacts to get a better understanding
Account Plan (internal)
Shared Vision (customer
Strategize - Map Out A Strategy
Prioritize where to focus
Build a standardization strategy
Align the entire team around a value statement
Connect the Dots
Define an executive outreach strategy.
Map Salesforce executives to company executives.
Identify top CIOs to take through the CIO journey program.
Decide which partners to engage
Agree on what success looks like in 1 year? 2 years? 3 years?
Action Plan (Timelines &
Executive Outreach Plan
ROI / TCO Assessment
Execute - Translate Strategy to Action
Define solutions required for standardization decisions
Align execs with upcoming marketing events.
Connect the Dots
Set timelines and owners for executive outreach.
Plan for a comprehensive reference outreach
Earn the trust of IT to uncover their IT backlog
Build an ROI/TCO assessment
Discuss follow up and cadence for team reviews
(weekly, bi-monthly, monthly)
Create & Execute Action Plan
Typical Action Plan Tasks
Build org charts
Reach out to executives
Determine budget information
Share the strategy and vision
Meet with the customer
- Sharing your strategy and vision will help to create a mutual plan
- Test the vision, iterate as you go
- Better understand your customers needs and aligning effective value propositions
- Finding the whitespace and opportunities with your account team
- Develop a clear strategy tied to an executable account plan
- Grow installed base and win new logos
Share your ideas to co-create a vision with the customer
Make it a working session not a review
Drive the discussion toward broadening our
footprint - Think Big
Get everyone involved
Assign actions to everyone – not just the AE
Track the action plan in the app
Set a follow up date right away
Best Practices For Account Planning Sessions
Selling is a
The Questions You Need To Be Ready To Answer
1. What is the health of the business?
2. What are the company’s top corporate priorities?
3. What is the company’s fiscal year end?
4. What is the account strategy at the corporate or BU level?
5. How many employees does this company have?
6. What is our strategy to drive a standardization decision?
7. What is our executive engagement strategy?
Account Strategy Questions
Let’s start at the beginning
You can only build on success. What are your
greatest accomplishments from last year?
What are you most proud of?
What are you committed to achieving, doing,
giving, sharing or being in the next year?
You can't manage what you don't measure,
how will you think big?
"What is my specific plan to reach my annual
quota in the first 6 months of the year?
What are your FY18 goals?
Categorize your target accounts (whales,
Who are your big bets:
Identify Tier 1,2,3 installs and prospect
Identify and engage key executives (C-level)
in every Tier 1 & Top 10 prospects
Key metrics for success (adapt for your
- Meet top xx installs by xx/xx/2017
- Build xx.xx EUR/USD of new pipeline per
AE prospecting – Building your pipeline
Business Dev & Marketing Plans
Selling is a team sport
Your prospecting plan
Salesforce AE/EBR campaigns
Putting the marketing machine to work
Partner initiatives together with salesforce e.g.
business breakfasts, lunch & learns, topic or
industry specific events
Selling is a
Detailed breakdown of top customer
accounts (ideally completed in your salesforce
- List accounts, ACV goal, EBC candidate, who
is multi-cloud prospect
Top 10 prospect accounts
- Name, industry
White space reports for your Tier 1 accounts
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