Ultimate B2B Annual Planning Template

6
Go to market resources @ fourquadrant.com A B2B Annual Planning Template

Transcript of Ultimate B2B Annual Planning Template

Page 1: Ultimate B2B Annual Planning Template

Go to market resources @ fourquadrant.com

A B2B Annual Planning Template

Page 2: Ultimate B2B Annual Planning Template

A B2B Annual Planning Template

Go  to  market  resources  available  @  fourquadrant.com

In terms of the B2B annual planning process, this is how it usually goes:

• The team reviews the prior year’s revenue, bookings, ACV, etc.• A growth percentage is decided (the head of sales proposes

something and the CEO adds a little on top – we can do it)• The CFO then backs out the expense numbers / budgets for each

function• There is some back and forth but no function feels great about the

target or the budget• Numbers are finalized sometime in Q1

Page 3: Ultimate B2B Annual Planning Template

A B2B Annual Planning Template

Go  to  market  resources  available  @  fourquadrant.com

It’s also important to answer these fundamental questions:

• What is the current state?• Why is it important?• What would we like this the state to be?• How can we get to that future state?• Does reaching that state provide the desired financial outcomes

Page 4: Ultimate B2B Annual Planning Template

B2B Annual Planning Template – The Framework

Go  to  market  resources  available  @  fourquadrant.com

Below are the key areas the team should focus on for an optimal annual plan that will support the overall go to market strategy:

• Market Summary – describe the market and the changes in the market over the past year

• The Value Proposition – determine the prevailing business problems, what customers believe are the relevant use cases and agree on the best technological solution for those business problems

• Strengths – an organization’s strengths are usually within the organization’s control – here the team describes positive attributes (tangible and intangible)

• Weaknesses – weaknesses are inhibitors that prevent an organization from performing at its optimum level. Weaknesses are areas that competitors can use to attack or that may attract a new competitor to the market

• Opportunities – identify what has a moderate to high probability to positively impact the business

Page 5: Ultimate B2B Annual Planning Template

B2B Annual Planning Template – The Framework

Go  to  market  resources  available  @  fourquadrant.com

Below are the key areas the team should focus on for an optimal annual plan that will support the overall go to market strategy:

• Threats – determine what has a moderate to high probability to negatively impact the business

• Systems, Process, People Highlights – to drive growth, identify the necessary systems, processes and / or people

• Key Assumptions – these are the fundamentals underpinning the plan. They may be assumed cause and effect relationships, estimates, facts, intuition, etc. They may be quantitative and qualitative but the key is to document them and update them with reality.

• Drivers of Growth –Critical Success Factors – determine the factors necessary for an organization to achieve its goals.

• CSFs are the things that must go well for the organization to be successful.

• KPIs, Metrics, Dashboards – these are the quantitative measurements that summarize how effective or ineffective an organization is relative to the achievement of their business objectives.

Page 6: Ultimate B2B Annual Planning Template

Read the full post at

https://www.fourquadrant.com/b2b-annual-planning-template/

Go to market resources @ fourquadrant.com

A B2B Annual Planning Template