You are on page 1of 40

Galaxy Account Plan

9-March-05
By Jerry Anderson

Created Using WIN IT® By Anderson & Kinsella, Inc. 1

Contents
¾ Section 1: Customer Profile
¾ Section 2: Opportunity Forecasts
¾ Section 3: Sales Campaign
¾ Section 4: Customer Service
¾ Section 5: Action Plan

Created Using WIN IT® By Anderson & Kinsella, Inc. 2

Section 1: Customer Profile

Know Your Customer

Created Using WIN IT® By Anderson & Kinsella, Inc. 3

Galaxy: Account Overview

This section of an account plan is usually devoted to a high level summary of
the customer's business and your historical relationship with them.

Created Using WIN IT® By Anderson & Kinsella, Inc. 4

4 655.3 286.4 666.943 Business Unit C 555.599 % Change By Year 25.2 33.7 9.2% Created Using WIN IT® By Anderson & Kinsella.7 1.1 78.221.788.497 Business Unit E 6.4 333.8 2. Inc.7 333.333.7 578.043. Galaxy: Financial Trends Business Unit Name 2004 2003 2004 2003 # Revenue Revenue Profits Profits Employees (M) (M) (M) (M) Business Unit A 3.275 Business Unit B 777.497 Business Unit D 999.2 77.7% 17.5 56.9 1.1 78.555.1 99.5 1.387 Total By Business Unit 12.6 5. 5 .2 16.721.1 8.222.7 30.7 1.8 2.4 66.856.

9 % Of Total 60.0% 10.6 1. Other 7.332.222. Asiapac Other EMEA Amer.222. U. 6 .222.6 1.7 608. Other S.K.6 1.0% 10.0% Created Using WIN IT® By Anderson & Kinsella.0% 5.0 1.0 1. Inc.0 608.7 608.332.6 1. Galaxy: Sales By Region Business Unit Name U.222.0 608.S.9 Total Sales By Region 7.222.222.0% 10.0% 5.

7 . Inc. Galaxy: Products/Services and Competitors Core Products & Services Principal Competitor(s) Product Or Product Group A Competitor Name(s) Product Or Product Group B Competitor Name(s) Product Or Product Group C Competitor Name(s) Product Or Product Group D Competitor Name(s) Created Using WIN IT® By Anderson & Kinsella.

8 . Galaxy: Key Customers and Alliance Partners Key Customers and Alliance Partners Key Alliance Customer Partner Company A X Company B X Company C X Company D X Company E X Created Using WIN IT® By Anderson & Kinsella. Inc.

Ben Manager X Inside Customer Computer Salesperson Operations Created Using WIN IT® By Anderson & Kinsella. Inc. Galaxy: Key Decision Makers and Influencers Name Title S F O N Advocacy Business A Position Relationship Carlisle. 9 . John CIO Not Sure Customer Keene. Peter CFO X X Supportive Customer Kimber. Charlie Operations X Neutral Customer Supervisor Smith. Pat Director X Sponsor/Coach Customer Thomas. Dan Consultant X Technical: Consultant/Other Supportive Nance.

Answer 1 Is there a central buying organization? Yes 2 Do business units coordinate their buying decisions in order to achieve No volume purchasing power? 3 Are buying decisions influenced by standards or best practices Yes committees? 4 Do buying practices vary by geographic regions? Yes 5 Do end user organizations exert significant influence over applicable No buying decisions? 6 Do consultants exert considerable influence over applicable buying Yes decisions? 7 Are there key systems integration or outsourcing contractors who No exert significant influence over buying decisions? 8 Can systems integrators or outsourcers purchase our products and Not services as part of their contractual relationship(s) with this client? Applicable 9 As a matter of policy. 10 . Question Status/ No. Galaxy: Buying Practices and Policies Ques. does this client normally buy only after formal Yes competition (RFP)? Created Using WIN IT® By Anderson & Kinsella. Inc.

and/or service quality? 12 Does this client have significant relationships with our firm (other than No as a buyer of our products and services) that could impact buying decisions? In other words. Answer 10 As a matter of practice. 11 . Galaxy: Buying Practices and Policies Ques. have recent buying decisions been decided No predominantly on the basis of price? 11 Does this client embrace a strategy of multiple suppliers to ensure Yes diversity. are their balance of trade implications? 13 Does this client have significant relationships with any of our Yes competitors (other than as a buyer of their products and services) that could impact buying decisions? In other words. are their balance of trade implications? Created Using WIN IT® By Anderson & Kinsella. Inc. competition. Question Status/ No.

Inc. Galaxy: Supplier Share Created Using WIN IT® By Anderson & Kinsella. 12 .

2) Systems integration project expires March 200x. Current value is $35M over three years. EDS will be considered for additional outsourced functions. The customer has indicated that Company they intend to issue an RFP at that time. Incumbent Not Sure Supplier B Incumbent Not Sure Supplier C Incumbent This is a pilot program which requires EDS to assume responsibility for all Supplier D data center operations. Contract expires in July 200x. It is valued at $12M/Year. Created Using WIN IT® By Anderson & Kinsella. Incumbent There are currently three contracts: Supplier A 1) Mainframe Maintenance expires June 200x. 3) The outsourcing contract is valued at only $5M per year but will grow as more functions are added. Galaxy: Supplier Contract Status Supplier Contract Status/Notes Name Your Current contract expires November 200x. Current contract expires in September of 200x. Inc. If it is successful. 13 .

Inc. Galaxy: Supplier Contract Status Supplier Contract Status/Notes Name Incumbent Global Telecom has been successful in convincing this client to outsource their Supplier E trans-border telecom operations. Created Using WIN IT® By Anderson & Kinsella. 14 . They currently have a one year contract which will expire in December 200x. Galaxy has indicated their intention to renegotiate a five year agrement with Global Telecom at that time.

Wall Street Journal On-Line http://online.ft.cnn.com/ CNN Business News http://money.com/ Business Week Online http://www.com/public/us Created Using WIN IT® By Anderson & Kinsella.AndersonKinsella. 15 .wsj.businessweek.com/home/us Note to users: You may also point to links in C:\Program Files\Anderson & Kinsella\WIN folders on your hard drive or within your IT\Organization_Chart.ppt network. Click On The Description Or The Link To Display (Must Be In Slide Show Mode) Description Web Link Or Other Document Location Anderson & Kinsella Home Page http://www.com/ Financial Times On-Line http://news. Inc.

Section 2: Opportunity Forecasts Quantify and Qualify What You Will Sell Created Using WIN IT® By Anderson & Kinsella. Inc. 16 .

Galaxy: Opportunity Summary Created Using WIN IT® By Anderson & Kinsella. 17 . Inc.

Galaxy: Opportunity Summary Created Using WIN IT® By Anderson & Kinsella. 18 . Inc.

Section 3: Sales Campaign Develop & Execute Winning Strategies Created Using WIN IT® By Anderson & Kinsella. Inc. 19 .

Galaxy: Competitive Differentiation Business Your Competitor Competitor Competitor Drivers/Customer Company #1 #2 #3 Needs Customer's Expressed Excellent Fair Excellent Poor Need or Business Imperative A Customer's Expressed Poor Excellent Good Good Need or Business Imperative B Customer's Expressed Good Fair Fair Fair Need or Business Imperative C Customer's Expressed Excellent Good Poor Poor Need or Business Imperative D Customer's Expressed Poor Good Good Not Need or Business Determined Imperative E Created Using WIN IT® By Anderson & Kinsella. 20 . Inc.

21 . Inc. Pat: Director Fair Thomas. Ben: Manager Computer Operations None/Poor Created Using WIN IT® By Anderson & Kinsella. John: CIO Fair Keene. Charlie: Operations Supervisor None/Poor Smith. Peter: CFO Excellent Kimber. Galaxy: Competitive Positioning Decision Makers & Influencers Your Company Carlisle. Dan: Consultant Excellent Nance.

Strategy 4: Fourth strategy for achieving objective. Inc. Galaxy: Sales Objective Description of Objectives or Goals for the Account. Strategy 1: Describes "WHAT" will be needed to achieve objective. Strategy 3: Third strategy for achieving objective. 22 . Strategy 2: Second strategy for achieving objective. (Note that actions will subsequently define "HOW" you will execute this Strategies To Achieve Objective strategy (tactics). Etc. This is The Account Vision Statement. Created Using WIN IT® By Anderson & Kinsella.

i. 23 .e. Galaxy: Value Proposition Customer's Expressed Need or Business Imperative A ¾ Describes how your company will satisfy this need. defines your value in terms that relate to the client. ¾ Persuades the customer to move toward your objective(s). Inc. Your Company Competitor #1 Competitor #2 Competitor #3 Excellent Fair Excellent Poor Created Using WIN IT® By Anderson & Kinsella. ¾ Provides a common message for all members of your virtual sales team ¾ Defines proposal themes to be stressed.

Galaxy: Value Proposition Customer's Expressed Need or Business Imperative B ¾ Describes how your company will satisfy this need. ¾ Provides a common message for all members of your virtual sales team ¾ Defines proposal themes to be stressed. Your Company Competitor #1 Competitor #2 Competitor #3 Poor Excellent Good Good Created Using WIN IT® By Anderson & Kinsella. 24 .e. Inc. i. defines your value in terms that relate to the client. ¾ Persuades the customer to move toward your objective(s).

i. ¾ Provides a common message for all members of your virtual sales team ¾ Defines proposal themes to be stressed.e. Galaxy: Value Proposition Customer's Expressed Need or Business Imperative C ¾ Describes how your company will satisfy this need. Your Company Competitor #1 Competitor #2 Competitor #3 Good Fair Fair Fair Created Using WIN IT® By Anderson & Kinsella. 25 . Inc. defines your value in terms that relate to the client. ¾ Persuades the customer to move toward your objective(s).

¾ Provides a common message for all members of your virtual sales team ¾ Defines proposal themes to be stressed. defines your value in terms that relate to the client.e. 26 . i. Your Company Competitor #1 Competitor #2 Competitor #3 Excellent Good Poor Poor Created Using WIN IT® By Anderson & Kinsella. Inc. ¾ Persuades the customer to move toward your objective(s). Galaxy: Value Proposition Customer's Expressed Need or Business Imperative D ¾ Describes how your company will satisfy this need.

Inc.e. ¾ Persuades the customer to move toward your objective(s). i. ¾ Provides a common message for all members of your virtual sales team ¾ Defines proposal themes to be stressed. 27 . Galaxy: Value Proposition Customer's Expressed Need or Business Imperative E ¾ Describes how your company will satisfy this need. Your Company Competitor #1 Competitor #2 Competitor #3 Poor Good Good Not Determined Created Using WIN IT® By Anderson & Kinsella. defines your value in terms that relate to the client.

John: CIO Miller. Charlie: Operations X Kevin O'Reilly 312/555- Supervisor 1212 Fair Smith. Dan: Consultant X Pat Murphy 404/555-1212 None/Poor Nance. Pat: Director X Pat Murphy 404/555-1212 None/Poor Thomas. Galaxy: Positioning Plan Current Key Decision S F O N Principal Relationship Relationship Maker/Influencer A Owner Fair Carlisle. Arthur Excellent Keene. Gerry Excellent Kimber. Peter: CFO X X Mays. 28 . Ben: Manager X None Planned Computer Operations Created Using WIN IT® By Anderson & Kinsella. Inc.

Inc. Section 4: Customer Service Ensure Customer Satisfaction Created Using WIN IT® By Anderson & Kinsella. 29 .

30 . Impeding Sales Or Impacting Margins. Impeding Sales Or Impacting Margins. Impeding Sales Or Impacting Margins. Created Using WIN IT® By Anderson & Kinsella. Galaxy: Service/Support Issues Issue (Galaxy) First Issue That May Be Aggravating The Customer. Inc. (Galaxy) Second Issue That May Be Aggravating The Customer. (Galaxy) Third Issue That May Be Aggravating The Customer.

Support: Jill Weidemeier 505/555-1212 ¾Project Mgr. Inc.: Tom Gearhart 203/555-1212 ¾Order Pocessing: Ken Shipley 203/555-1212 ¾Billing: Ken Shipley 203/555-1212 ¾Install/Maintain: Donna Evans ¾Contracting: None Required ¾1st Tier Escalation: Larry Griffone 203/555-1212 ¾2nd Tier Escalation: Bill Jones 201/555-1212 Created Using WIN IT® By Anderson & Kinsella. 31 . NM ¾Sales: Joan Harvey 505/555-1212 ¾Tech. Galaxy: Account Coverage & Support Location/Project Support Resources Albuquerque.

Inc.: Tom Gearhart ¾Order Pocessing: Larry Smith ¾Billing: Open ¾Install/Maintain: None ¾Contracting: Bob Goldstein ¾1st Tier Escalation: Harriet Jones ¾2nd Tier Escalation: Bill Jones Created Using WIN IT® By Anderson & Kinsella. 32 . Galaxy: Account Coverage & Support Location/Project Support Resources Brussels Belgium ¾Sales: George Washington 410/555-1212 ¾Tech. Support: Henrietta Johnson ¾Project Mgr.

33 . NC ¾Sales: Bill Jones 201/555-1212 ¾Tech. Support: Gary Jones ¾Project Mgr. Inc. Galaxy: Account Coverage & Support Location/Project Support Resources Cary.: Tom Gearhart ¾Order Pocessing: Larry Smith ¾Billing: Henry Ames ¾Install/Maintain: Jim McGaughy ¾Contracting: None Required ¾1st Tier Escalation: Harriet Jines 5050/555-1212 ¾2nd Tier Escalation: Bill Jones 201/555-1212 Created Using WIN IT® By Anderson & Kinsella.

Inc. Galaxy: Account Coverage & Support Location/Project Support Resources Munich Germany ¾Sales: Johann Gerschmidt ¾Tech. Support: Wolfgang Schmidt ¾Project Mgr. 34 .: Gertrude Hahn ¾Order Pocessing: Franz Gainer ¾Billing: Franz Gainer ¾Install/Maintain: Thomas Ramone ¾Contracting: Hans Shuller ¾1st Tier Escalation: Philipe Meier ¾2nd Tier Escalation: Johann Bach Created Using WIN IT® By Anderson & Kinsella.

CA ¾Sales: Larry Henry ¾Tech. Galaxy: Account Coverage & Support Location/Project Support Resources San Diego.: Tom Gearhart ¾Order Pocessing: Ken Shipley ¾Billing: Tina Davis ¾Install/Maintain: Louise Williams ¾Contracting: Jim Schwartz ¾1st Tier Escalation: Larry Griffone ¾2nd Tier Escalation: Bill Jones Created Using WIN IT® By Anderson & Kinsella. 35 . Inc. Support: Bill Kennedy ¾Project Mgr.

Inc. Created Using WIN IT® By Anderson & Kinsella. 36 . Galaxy: Customer Satisfaction Survey Results The degree to which our company provides the type and the quality of global account management that your company requires.

Created Using WIN IT® By Anderson & Kinsella. Inc. 37 . Galaxy: Customer Satisfaction Survey Results The degree to which members of our global account team understand your business problems.

Inc. Galaxy: Customer Satisfaction Survey Results The degree to which our company offers effective solutions to your business needs. Created Using WIN IT® By Anderson & Kinsella. 38 .

39 . Inc. Section 5: Actions Executing The Plan Created Using WIN IT® By Anderson & Kinsella.

Clarify: Do the decentralized information Murphy. Mays. Created Using WIN IT® By Anderson & Kinsella. Galaxy: Action Plan Action Person(s) Due Date Done Responsible Develop A Comprehensive Contact Strategy Using Henry. None Assigned 11/25/2005 Action n that is needed to execute a given strategy in Claus. Jack 10/21/2005 pursuit of objective(s). Santa 12/25/2005 pursuit of objective(s). Joan 2/11/2005 The WIN IT Positioning Matrix. Action 1 for resolving a service issue. make buying decisions independent of the central organization? Action n for resolving a service issue. Bill 11/18/2005 technology organizations. if any. 40 . Gerry 10/21/2005 Action 1 that is needed to execute a given strategy in McGaughy. Inc.

Related Interests