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Empower your Customers by Simplifying Account Planning
Denise MatalasVP, Strategic Sales and Marketing ProgramsOracle
Mark KopchaPresident & CEORevegy
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Agenda
Oracle’s National Security Group
SAM: Complex Challenges, Unique Opportunities
Why Technology
An Innovative Approach to Account Planning
Lessons Learned
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BackgroundOracle National Security Group
Mission:
Serve as trusted partner to the US Intelligence Community providing innovative technology solutions that produce the world’s most comprehensive and responsive Intelligence.
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Scale and Complexity Large Organizations
StrategicComplex
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Account Planning Challenges: Consistency, frequency, . . .
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Team Challenges: Collaboration, Knowledge loss, . . .
• Limited collaboration
• No defined process to store, share and collaborate on account plans
• Knowledge and information was lost when account managers left
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Needed a better solution to drive repeatable SAM process
Strategic Account Plan Goals:
• Create accessible organizational knowledge base
• Drive a consistent, strategic sales thought process
• Share and reinforce best practices on an ongoing basis
• Leverage collective input of team and drive collaboration in planning process
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Technology’s role within the new solution
• Visual & collaborative
• Flexible and scalable
• Enables customer-centric value selling
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Relationship/Stakeholder Maps
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White Space/Heat Maps
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Executing Account Plans
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12
Reinforcing Best Practices
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Impact of SAM Technology
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Outcomes
Teams now self-govern based on collective best practices
Consistency across teams More efficient, effective coaching
Improved onboarding and new reps and account owners
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Lessons Learned
Get executive buy-in and support
Establish consistent process to support ongoing journey
Consistent reinforcement and coaching is key
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Other world-class SAM organizations using Revegy
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Thank you!Denise Matalas [email protected]
Mark Kopcha [email protected]
Don’t miss SAMA’s next webinar on August 31st
Value Beyond the Sight Line