B.COM Unit – 4 ( CORPORATE SOCIAL RESPONSIBILITY ( CSR ).pptx
Planning template – growth accounts1
1. planningtemplategrowthaccounts1-101019151144-phpapp02.xlsx
Status of our relationship with the customer 1 (Monthly)
(DO A GLOBAL FIND REPLACE OF "Customer 1" with Customer Name)
Customer Name
Project Name
Last Updated
1 Revenue Status
a Status of Open Reqs
b Pending Proposals (with $ Value)
c Status of Existing/Past P.O.s
d Pricing Considerations
2 Knowledge of Delivery Related Issues (From our reports to customer)
a Delivery Status
b Unresolved Issues and Escalations
c List of Metrics
d Missed Deadlines (if any)
e On Delivery/On Budget
f Attrition
h Invoicing/Payments
l Past Successes with us
j Customer Perception
k Frequency of Delivery Review Meetings
k Last Delivery Review Meeting Attended (date)
Persistent Confidential Page 1 of 4 10/19/2010
2. planningtemplategrowthaccounts1-101019151144-phpapp02.xlsx
Customer Knowledge (Monthly-leverage India Research as well)
1 Priorities
Top 3 priorities of Key Sr Management
a stakeholders
b Key Initiatives - CxO level
Their key outsourcing initiatives & people
c mapped to it
d Their M&A activity
Looking to go to India to sell? Any interest in
e partners?
2 Performances and Announcements
a Customer’s Sales / Last Quarter
b Their Budget Situation
c Customer’s Awards
d Key Wins
3 Knowledge of Product Lines & Challenges (to be able to pitch appropriate Persistent Solutions )
Their lead Goto Market products & % revenues
a by product
b Globalization Initiatives
c Where are they Adding Features
d Integrating with other platforms
e Migration Plans
f MOL/EOL
g Changes in Market offerings
h Time to Market
i Accelerators
j Usability
k Performance challenges
l IV&V related topics
m SaaS related
n OSS/BSS
4 Organization and Changes
a Key Staff Changes
b Decision Maker
c Influencer
d Coach
5 Customer's Value Chain
a Current health
b Key Partners
Looking to go to India to sell? Any interest in
c partners?
d Competition
6 Competitive Landscape
a Which of our competition?
b How broad?
Persistent Confidential Page 2 of 4 10/19/2010
4. planningtemplategrowthaccounts1-101019151144-phpapp02.xlsx
Meeting Prep (Weekly/Fortnightly/As You have meetings)
Customer 1
1 Setup
a Logistics
b Agenda
c Inviting the Right People
What is success defined as at the end of the
d meeting?
What new service offerings/solutions am I
going to present connected to what pain?
e (upsell)
What other intros am I going to get in the
f account (cross sell)
g Know latest Persistent Positioning & Offerings
Know latest Persistent News and what is
h relevant to customer interest
i Additional Service Offerings to pitch
j Get names and titles of other attendees
2 Top 3 ways to increase our business per customer (Ask: how do we do 3X the business w/ you)
a
b
c
3 Top 3 Objections (see Menu)
a
b
c
4 Top 3 Take aways (type/choose from pull down menu)
a
b
c
5
Who else should we bring into the account to
a help propel deals?
b Purpose & Objectives
6 Date of next Monthly Review setup with Customer
Are we measuring the right things wrt
7 customer ROI
8 How can this customer be referenceble? Who?
Persistent Confidential Page 4 of 4 10/19/2010
