Make data driven business decisions with a bottoms-up account segmentation model that prioritizes a company’s accounts (customers, prospects, and opportunities) based on their propensity-to-buy and potential spend.
Build a revenue plan and select the strategic “bets” that ensure success. Understand what best-in-class execution looks like including executive meeting cadence and KPI tracking.
Evaluate your market coverage and create an optimal organization design that enables you to serve the needs of your customers while optimizing customer acquisition cost (CAC) and CLTV.
Set simple and data-driven quotas using the account segmentation model. Communicate quotas using best in class messaging and tools to the field. Ensure field buy-in by providing a path to obtain quotas.
Set clearly defined sales team territories using the account segmentation model. Determine equitable and meaningful territories using territory potential spend vs. historical spend.
Develop ideal compensation plans by assessing and modeling current state plans and administer a new field compensation plan using industry best practices.
Define critical buyer behaviors and pain points, triggers, customer journeys, and decision-making power across a limited set of customer personas. Guidance on roll out and application through the organization.
Tactical and strategic responses to the COVID-19 outbreak, including sales and marketing triage plans, adjusting forecasts and quotas, and key thought leadership on long-term business impact.
