Empower Your Customers by Simplifying Account Planning

Empower your Customers by Simplifying Account Planning

Denise MatalasVP, Strategic Sales and Marketing ProgramsOracle

Mark KopchaPresident & CEORevegy

Agenda

Oracle’s National Security Group

SAM: Complex Challenges, Unique Opportunities

Why Technology

An Innovative Approach to Account Planning

Lessons Learned

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.

Scale and Complexity Large Organizations

StrategicComplex

Account Planning Challenges: Consistency, frequency, . . .

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

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

Technology’s role within the new solution

• Visual & collaborative

• Flexible and scalable

• Enables customer-centric value selling

Relationship/Stakeholder Maps

White Space/Heat Maps

Executing Account Plans

12

Reinforcing Best Practices

Impact of SAM Technology

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

Lessons Learned

Get executive buy-in and support

Establish consistent process to support ongoing journey

Consistent reinforcement and coaching is key

Other world-class SAM organizations using Revegy

Thank you!Denise Matalas denise.matalas@oracle.com

Mark Kopcha mkopcha@revegy.com

Don’t miss SAMA’s next webinar on August 31st

Value Beyond the Sight Line