More about the Success:
Situation:
Limited access to the overall customer account from the enterprise view down to the individual seller’s view. Unable to have a full view of the customers. Required alignment of sales activities with customer plans. Concerns about data quality exist across functional disciplines, but there is no clear ownership or sufficient staff to address them.
Solution:
Our solution enabled a shared view of the customer across commercial teams, driving efficient collaboration across business units and functions. Account Hierarchy Framework: a technique for identifying the parent-child relationships between accounts to better show the full relationship between the business and the account.. Account Tiering Model: a method for assessing the relative significance and importance of an account using quantitative and qualitative scoring criteria. Account Plans: a process for creating account plans, routing requests for approval, and keeping track of plan performance. actual performance to assist sales activities. Validity of data.
Results:
Created a single view of the customer across all functions and roles, booking trends will improve. Implemented account tiers with unique experiences and strategic plans for each tier to increase the number and value of opportunities and boost customer satisfaction. Established centralized governance team to enhance the accuracy of account information and hierarchy alignment, the sales cycle time can be decreased.
Limited access to the overall customer account from the enterprise view down to the individual seller’s view. Unable to have a full view of the customers. Required alignment of sales activities with customer plans. Concerns about data quality exist across functional disciplines, but there is no clear ownership or sufficient staff to address them.
Solution:
Our solution enabled a shared view of the customer across commercial teams, driving efficient collaboration across business units and functions. Account Hierarchy Framework: a technique for identifying the parent-child relationships between accounts to better show the full relationship between the business and the account.. Account Tiering Model: a method for assessing the relative significance and importance of an account using quantitative and qualitative scoring criteria. Account Plans: a process for creating account plans, routing requests for approval, and keeping track of plan performance. actual performance to assist sales activities. Validity of data.
Results:
Created a single view of the customer across all functions and roles, booking trends will improve. Implemented account tiers with unique experiences and strategic plans for each tier to increase the number and value of opportunities and boost customer satisfaction. Established centralized governance team to enhance the accuracy of account information and hierarchy alignment, the sales cycle time can be decreased.
