How Salesforce Drives Growth with Account Planning

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Our Agenda Today

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Build Your Plan with Salesforce.com and Data.com Together

How Salesforce Does Account Planning to Drive a Multi-Billion Dollar Business

Demo: How You Can Find the Data to Build Your Account Plan

4 Questions and Answers

Doug Erpenbeck Director Sales Productivity

Sales Planning

Territory Plan

One

Once a Year

Opportunity Plan

Many

Weekly

How Many?

How Often?

Having a Strategic Plan for Every Level is Key

Territory Plan

One

Once a Year

Account Plan

A Few

Quarterly

Opportunity Plan

Many

Weekly

How Many?

How Often?

Account Plans Create a Plan of Record for Execs

Discover Value

Execute Plan

Achieve Goals

Account Plan

Monitor Performance

Close Big Deals

Reps & Managers Executives

Review Accounts

Detailed Account Plans Will Increase Deal Size

Plan with value in mind Better discovery = Better ROI Drive team alignment

There are Five Key Steps to Building a Plan

Account Plan Intro

1

Uncover What You Don’t Know

2

Strategy Session

3

Team Check-ins

4

Share Strategy & Vision

5

One: Set the Plan Strategy and Timeline

Account Plan Intro

1 •!Set Team Goals

•!Agree on Timeline

Two: Uncover What You Don’t Know

Uncover What You Don’t Know

2

•!Company Priorities

•!Exec Connections

•!Revenue Potential

•!Business unit analysis

•!Influencer analysis

Leverage Custom Layouts To Visualize the Plan

!! Build a Custom Object for the Account Layout !! Leverage both Standard and Custom Fields

!! Create Tasks and Checkboxes to Track Status

Three: Execute the Strategy Session

Strategy Session

3

•!Social Enterprise Vision

•!Account strategy

•!Account value statement

•!Strategy to standardize

•!Set action plan

Break Down The Business

!! Map the planning process to your customers. !! Track completeness of the plan

!! Report on planning activity

Four: Stay on Top of Team Check-Ins

Team Check-ins

4

•!Team cadence

•!Gain team insight

•!Adjust strategy

•!Update the plan

Get Strategic – 360 View

!! Simplify view of the account !! Customize the view of the account family

Five: Share Strategy & Vision with Customer

Share Strategy & Vision

5 •!Strategy

•!Vision

•!Set action plan

Review: The Five Key Steps to Building a Plan

Keep The Plan Current

Account Plan Intro

1

•! Set Team Goals •! Agree on Timeline

Uncover What You Don’t Know

2

•! Company Priorities •! Exec Connections •! Revenue Potential •! Business unit analysis •! Influencer analysis

Strategy Session

3

•! Social Enterprise Vision •! Account strategy •! Account value statement •! Strategy to standardize •! Set action plan

Team Check-ins

4

•! Team cadence •! Gain team insight •! Adjust strategy •! Update the plan

Share Strategy & Vision

5

•! Strategy •! Vision •! Set action plan

Role of the Account Plan Leader: •! Own the Account Planning process

•! Set goals for Account Planning

•! Ensure Account Plan lives in Salesforce

•! Actively facilitate Account Planning

•! Bring out best in account team to think bigger

Every Account Plan Needs a Leader

Use Chatter to Collaborate on The Account Plan

Account Plan Group

Use for: Strategic discussion Comments about the plan Plan Collaboration

Use for: Day to day discussion Meeting Planning Account News Account files

Chatter Group Field Left Navigation Link

What Makes for a Good Account Plan

Planning as an annual event

Planning in Powerpoint

Thinking you need all the answers

Planning night the before

Planning on your own

Target a few key accounts

Less is more

Focus on discovery

Coming prepared to every meeting

Planning and reviewing as a team

Planning on your own Good Account Planning

Go Forth, Plan, and Conquer! Three Takeaways

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Do the Work Prior to the Strategy Sessions to Maximize Time Together

Account Planning is an Ongoing Process; Plan in Small Batches and Keep it Current

Share the Plan with Both Executives and The Customer to Get Buy-in on Vision

Jim Sinai Senior Manager Product Marketing

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Building Success Starts with the Right Data

Phone Number

Social Conversations

Address

Title

Industry

# of Employees

SIC - DUNS

Blog

Corporate Hierarchy

Revenue Email

Companies People

Today, the Data You Need is Delivered in the Cloud

Traditional Data Model

Data Sourcing

Data Management

Warehousing Normalization/Integration

Data Hygiene

“Only 19% of organizations are highly satisfied with the quality of their data”

Result

Native Data Consumption

Native Data Management

333% YoY Customer

Growth

Customers Are Succeeding with Data.com

Source: as reported by Data.com customers March 2012

Establish a Successful Social Enterprise with Data.com

Clean Your Data Strategically Target Growth

Gain Insight Do It All Inside Salesforce

The Four Steps to Success

1 2 3 4

Drive Productivity with Clean and Accurate Data

Clean Your Data

1

Clean Data Maintained in Real-Time

Instant Notifications of Changes

Visibility Into Your Data Quality

Plan and Execute Your Growth With Leading Business Data

Strategically Target Growth

2 200M+ Company Profiles

Align Territories

Segment Markets

Target New Companies

30M+ Complete Contacts

Shorten Sales Cycles

Increase Productivity

Close more deals faster

Jigsaw D&B

Build Better Relationships with Social Insights

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With Data.com in Salesforce:

Know What Matters to Your Customers

Allow for Warm Introductions

What do you think about!? Here is an

interesting article!

Anyone know whether!?

What is the deal with!?

Gain Insight

Succeed with Data.com Right Where You Work

Do It All Inside Salesforce

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Automatically in Salesforce

Unified in the Cloud

In Your Business Process

A Familiar User Experience

Data.com is Business DNA for the Social Enterprise

•!Automatically in Salesforce

•!Unified in the Cloud

•!In Your Business Process

•!Familiar User Experience

•!200M+ Company Profiles

•!30M+ Complete Contacts

•!Social Insights

•!Real Time Updates •!Improve CRM Adoption

•!Instant Notifications

Everybody Succeeds with Data.com

•! Account Planning •! Prospecting •! Customer Insight •! Cross-Selling

•! Targeting •! List Building •! Email Campaigns •! Lead Cleaning

•! Data Cleansing •! CRM Adoption •! Data Visibility

Sales Marketing IT

DEMO

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