We facilitate a range of Internal Account Planning workshops focussing on deepening your team’s understanding of their customer and identifying opportunities to sell based on business insight rather than purely product & price. Typically, these would be joint sessions with both the OEM and VAR sales teams. Each workshop is tailored to your organisation’s structure and needs, ensuring your team is left with a plan of action for the team to execute on, and is measurable for management.
Coupled with the Internal Account Planning, we also offer Customer Business Reviews in the form of interviews (Typically with CxO) and/or workshops. This pro-active approach sends a very clear message to your customer that you are serious about their business. This engagement delivers an intimate insight into the customer’s needs and business drivers, allowing your teams to better align and deliver relevant solutions. This consultative approach builds a long-term alignment with your customer’s goals, allowing your team to become trusted advisors and increase revenue streams.
With increasing pressure on sales teams to deliver growth with decreasing resources, effective sales planning, intelligent qualification, and smart customer engagement is essential. Our services help you deliver this through business-relevant planning and increased customer intimacy.
A Strategic planning workshop between the OEM and VAR to create a joint sales engagement plan for their customer.
The integrated plan will focus on customer value and drive net-new business for both the OEM and VAR.
A pro-active approach to understanding the customer’s view of the VAR & OEM by getting objective feedback from key stakeholders in one-on-one interviews. These interviews are followed by a facilitated workshop with the VAR & OEM and the customer where issues & opportunities can be addressed and discussed
The interview feedback will measure the customer’s experience in terms of business value, relationship & operational performance, giving the opportunity for detailed discussions around satisfaction, priorities and potential concerns
Become an expert in your account to become a trusted advisor to your customer by uncovering the cause of your customer's business challenges and building solutions lead by your customer's goals and priorities.
