This document outlines expectations and strategies for a delivery/account management organization to increase revenue and profitability. Key points include:
1. Delivery is expected to deliver projects on time and on budget, pursue unsolicited proposals, and hold client meetings to address business problems with next generation solutions.
2. A paradigm shift is needed to change discussions from staff augmentation to focusing on solutions, risks, and how the organization can help clients achieve objectives.
3. A future state delivery model is proposed with field managers and consultants focused on problem-solving to better support a solutions-oriented business model.
4. Strategies are outlined to improve efficiency including driving up bill rates and margins through solutions, conversions,
This document provides guidance on how to effectively conduct Quarterly Business Reviews (QBRs) with customers. It recommends that QBRs should:
1) Reinforce the value the customer receives from the product, review progress towards past goals, and establish new goals for the next quarter.
2) Occur quarterly to show progress within a timeframe that is not too long or short.
3) Include key stakeholders like the primary contact, business unit leader, or C-level executive.
4) Involve preparing the customer, reviewing value delivered, progress on goals, setting new goals, and assessing the customer relationship.
The document outlines the account plan review for 2014, including an overview of the company's operations, strategic objectives, and the organizational structure related to the sales engineer's role. It features a relationship map illustrating the decision-making influence of various stakeholders, a performance analysis, and a SWOT analysis of competitors. Additionally, it presents a pipeline of opportunities and outlines the support needed from management to enhance competitive positioning.
Master Territory Management- Map Your Sales Territories Like a Billion Dollar...Kevin Baldacci
?
Territory planning is important for maximizing sales revenue and ensuring all market segments are covered. The document discusses five key pillars for territory planning: analyze customer data and skills, balance resources across segments, empower sales managers, assign territories, and refine as needed. It provides examples from Salesforce, such as matching skill levels to account complexity, balancing full-time employees across the customer pyramid, and getting input from managers on territory definitions. Effective territory planning can reduce costs and motivate representatives, while poor planning can hurt performance and coverage.
Quarterly Business Reviews (QBRs) focus on assessing success, setting future goals, and showcasing customer value through presentations. Key elements include demonstrating progress, reviewing previous goals, establishing new objectives, and maintaining positive customer relations. The QBR serves as a critical component of business operations, allowing for a three-month review cycle to highlight growth and partnership opportunities.
Customer/ Partner Briefing Template for Executive AssistantsOfficepal
?
The document is a customer briefing template designed for sales teams to prepare for customer meetings, outlining essential sections to be filled out, including attendee information, meeting objectives, and activity details. It emphasizes keeping each section brief while highlighting critical meeting components, such as the agenda and participant roles. The final section includes instructions for summarizing key executive bios if the number of attendees is four or fewer.
This document provides an overview and briefing on an account target. It summarizes key details about the company's business description, size, revenues, employees, market capitalization, and industry. It also briefly outlines the company's mission statement, organizational structure, relationships, industry trends, recent financial performance, news, initiatives, past engagements, and proposed next steps and goals for pursuing the account.
The document provides a performance review of a sales territory in Houston for 2008. It includes statistics showing the territory met annual quotas for suture and Indermil products. Suture product sales were at 92.15% of quota and Indermil sales were at 115.38% of quota. The territory saw a 28.4% growth in base sales from 2007 to 2008. The top distributors by sales were also listed. Key wins, opportunities, challenges, and 2009 goals for the territory were outlined.
Customer Success Quarterly Business Review (QBR) TemplateSkilljar
?
This document summarizes the agenda and key discussion points from a quarterly business review meeting between a customer success manager and a client company. The agenda covered metrics on course registrations and completions, user engagement data, new and upcoming product features, the client's training roadmap, and open questions. The manager provided recommendations to customize the client's course catalog and certificates and discussed integrating the learning platform with Salesforce.
Territory management for inside sales leader notesFitira
?
The document discusses territory management for inside sales and outlines key considerations and processes for improving territory management including identifying customer, partner, and company expectations; measuring and reporting on key metrics; preparing and implementing territory management plans; and continually reviewing and improving opportunities. It provides templates and activities to help sales teams gain insight into their territories, segment accounts, identify resources, leverage marketing, develop plans, and implement territory management best practices.
The quarterly business review for Q3 FY16 highlights strong performance, achieving 102% of quota with significant new opportunities, while losing 10% of territory due to competitor choices. The action plan includes scheduled webinars, local events, and engagement with dormant leads to drive demand generation in the upcoming quarter. Recommendations focus on removing obstacles to maximize success, enhancing marketing efforts, and leveraging senior leadership for introductions to key accounts.
The document provides an executive summary and performance dashboard for Q1 2010 for LOB 1 and LOB 2. Key highlights include gradually improving close rates for LOB 1 nesting between 24-25%. LOB 2 launched in February 2010 and had higher cancellation rates for earlier waves despite client support. Action plans are outlined to improve metrics like AHT, QA scores, and attrition rates.
The document outlines a sales and proposal process that includes various milestones for both selling and buying activities. It describes stages in the sales process from suspect to contract/customer. It also outlines roles, selling tools, and steps in the proposal process from opportunity planning to final response and archive. The goal is to improve communication, management, forecasting, and chances of winning deals.
The document provides a template for a business plan for entrepreneurs seeking funding from The Chennai Angels venture capital firm. The template covers key areas to address, including an elevator pitch, vision and mission statements, market analysis, value proposition, competition, business model, team, finances, exit strategy, capital needs, risks, and gaps. Applicants are directed to fill out the online application and upload a presentation using the provided format.
The document outlines the agenda for a quarterly business review meeting. It includes sections to discuss wins and positive metrics, areas still needing improvement, progress on joint goals, short-term goals for the next 1-3 months, long-term goals for the next 3-6 months, new products and features in development, and getting feedback from the customer on where the company's product stands currently and for renewal. The meeting aims to review performance, identify opportunities, and make plans to further goals.
10. sales training territory managementEarl Stevens
?
The document discusses territory management and sales territories. It provides information on:
- The nature of territory management and defining sales territories based on customer grouping rather than geography.
- Types of accounts like major accounts and direct accounts that require special attention.
- Activities involved in territory management like planning, implementation, and control.
- Factors to consider when designing sales territories like workload, products, competition, and sales potential.
- Reasons for establishing and revising sales territories related to customers, salespeople, and management.
How to Develop a Quarterly Business ReviewGainsight
?
This document discusses the evolution and importance of quarterly business reviews (QBRs) for customer success in various companies, focusing on Gild, Zuora, Box, and Workday. It outlines strategies for enhancing customer engagement, ensuring customer retention, and identifying upsell opportunities, particularly in the subscription economy. Key insights include operationalizing success through structured methodologies and maintaining strong relationships between companies and their customers.
The document outlines a comprehensive account-territory strategy plan assessment, emphasizing understanding the current situation of the account or territory, team dynamics, opportunity identification, goal setting, execution strategies, risk management, and resource requirements. It stresses the importance of linking quarterly assessments and objectives to long-term yearly plans while providing a framework for tracking progress and addressing contingencies. The assessment aims to ensure that teams are well-equipped to achieve their goals and adapt to any unforeseen changes.
The document presents a comprehensive financial analysis of a company's business performance, including evaluations of liquidity, profitability, sales growth, and borrowing efficiency. Key findings indicate a strong sales increase but high payroll costs impacting profit margins. The analysis suggests monitoring costs and improving efficiency to enhance profitability and overall financial health.
The document outlines a 30-60-90 day sales plan, providing goals and key tasks to complete in the first 30 days focusing on learning, the next 60 days optimizing the sales plan based on territory coverage, and the next 90 days closing deals and reviewing progress with the manager. The plan details orientation, applying company strategy and tactics, continuing to build the sales pipeline, mastering sales processes, and celebrating successes along the way.
This document outlines the agenda for a quarterly business review meeting. It includes sections to discuss wins and achievements, goals that still need work, progress on joint goals, short-term goals for the next 1-3 months, long-term goals for the next 3-6 months, upcoming product developments, and getting feedback from the customer on where the company's product stands currently. The meeting aims to review key metrics and milestones, discuss improvement areas, and create plans to continue successes and address challenges.
Quartz is an open source job scheduling library that allows scheduling jobs to run at specific times or intervals. It uses a database table format called QRTZ_* to store schedule information and jobs must extend the BaseQuartzJob class and implement the org.quartz.Job interface.
JSR 356 defines a Java API for WebSocket that allows for full-duplex communication between clients and servers over a single TCP connection. The API supports events for when the connection opens and closes, as well as sending and receiving messages. To use it, a developer creates an Endpoint class that handles events like OnOpen, OnClose, and OnMessage. They then create a dynamic web project with an HTML page containing form elements to send messages, and JavaScript code to open a WebSocket and send messages to the Endpoint for processing.
- Java 8 introduced a new date and time API in the java.time package that is immutable, thread-safe, and supports multiple calendar systems.
- The API separates the concepts of date, time, and timestamps (LocalDate, LocalTime, LocalDateTime) from calendar systems and timezones (ZonedDateTime).
- The API provides methods to query, manipulate, and convert between date/time objects using static factories, instance methods, and temporal adjusters.
Quarterly Business Reviews (QBRs) focus on assessing success, setting future goals, and showcasing customer value through presentations. Key elements include demonstrating progress, reviewing previous goals, establishing new objectives, and maintaining positive customer relations. The QBR serves as a critical component of business operations, allowing for a three-month review cycle to highlight growth and partnership opportunities.
Customer/ Partner Briefing Template for Executive AssistantsOfficepal
?
The document is a customer briefing template designed for sales teams to prepare for customer meetings, outlining essential sections to be filled out, including attendee information, meeting objectives, and activity details. It emphasizes keeping each section brief while highlighting critical meeting components, such as the agenda and participant roles. The final section includes instructions for summarizing key executive bios if the number of attendees is four or fewer.
This document provides an overview and briefing on an account target. It summarizes key details about the company's business description, size, revenues, employees, market capitalization, and industry. It also briefly outlines the company's mission statement, organizational structure, relationships, industry trends, recent financial performance, news, initiatives, past engagements, and proposed next steps and goals for pursuing the account.
The document provides a performance review of a sales territory in Houston for 2008. It includes statistics showing the territory met annual quotas for suture and Indermil products. Suture product sales were at 92.15% of quota and Indermil sales were at 115.38% of quota. The territory saw a 28.4% growth in base sales from 2007 to 2008. The top distributors by sales were also listed. Key wins, opportunities, challenges, and 2009 goals for the territory were outlined.
Customer Success Quarterly Business Review (QBR) TemplateSkilljar
?
This document summarizes the agenda and key discussion points from a quarterly business review meeting between a customer success manager and a client company. The agenda covered metrics on course registrations and completions, user engagement data, new and upcoming product features, the client's training roadmap, and open questions. The manager provided recommendations to customize the client's course catalog and certificates and discussed integrating the learning platform with Salesforce.
Territory management for inside sales leader notesFitira
?
The document discusses territory management for inside sales and outlines key considerations and processes for improving territory management including identifying customer, partner, and company expectations; measuring and reporting on key metrics; preparing and implementing territory management plans; and continually reviewing and improving opportunities. It provides templates and activities to help sales teams gain insight into their territories, segment accounts, identify resources, leverage marketing, develop plans, and implement territory management best practices.
The quarterly business review for Q3 FY16 highlights strong performance, achieving 102% of quota with significant new opportunities, while losing 10% of territory due to competitor choices. The action plan includes scheduled webinars, local events, and engagement with dormant leads to drive demand generation in the upcoming quarter. Recommendations focus on removing obstacles to maximize success, enhancing marketing efforts, and leveraging senior leadership for introductions to key accounts.
The document provides an executive summary and performance dashboard for Q1 2010 for LOB 1 and LOB 2. Key highlights include gradually improving close rates for LOB 1 nesting between 24-25%. LOB 2 launched in February 2010 and had higher cancellation rates for earlier waves despite client support. Action plans are outlined to improve metrics like AHT, QA scores, and attrition rates.
The document outlines a sales and proposal process that includes various milestones for both selling and buying activities. It describes stages in the sales process from suspect to contract/customer. It also outlines roles, selling tools, and steps in the proposal process from opportunity planning to final response and archive. The goal is to improve communication, management, forecasting, and chances of winning deals.
The document provides a template for a business plan for entrepreneurs seeking funding from The Chennai Angels venture capital firm. The template covers key areas to address, including an elevator pitch, vision and mission statements, market analysis, value proposition, competition, business model, team, finances, exit strategy, capital needs, risks, and gaps. Applicants are directed to fill out the online application and upload a presentation using the provided format.
The document outlines the agenda for a quarterly business review meeting. It includes sections to discuss wins and positive metrics, areas still needing improvement, progress on joint goals, short-term goals for the next 1-3 months, long-term goals for the next 3-6 months, new products and features in development, and getting feedback from the customer on where the company's product stands currently and for renewal. The meeting aims to review performance, identify opportunities, and make plans to further goals.
10. sales training territory managementEarl Stevens
?
The document discusses territory management and sales territories. It provides information on:
- The nature of territory management and defining sales territories based on customer grouping rather than geography.
- Types of accounts like major accounts and direct accounts that require special attention.
- Activities involved in territory management like planning, implementation, and control.
- Factors to consider when designing sales territories like workload, products, competition, and sales potential.
- Reasons for establishing and revising sales territories related to customers, salespeople, and management.
How to Develop a Quarterly Business ReviewGainsight
?
This document discusses the evolution and importance of quarterly business reviews (QBRs) for customer success in various companies, focusing on Gild, Zuora, Box, and Workday. It outlines strategies for enhancing customer engagement, ensuring customer retention, and identifying upsell opportunities, particularly in the subscription economy. Key insights include operationalizing success through structured methodologies and maintaining strong relationships between companies and their customers.
The document outlines a comprehensive account-territory strategy plan assessment, emphasizing understanding the current situation of the account or territory, team dynamics, opportunity identification, goal setting, execution strategies, risk management, and resource requirements. It stresses the importance of linking quarterly assessments and objectives to long-term yearly plans while providing a framework for tracking progress and addressing contingencies. The assessment aims to ensure that teams are well-equipped to achieve their goals and adapt to any unforeseen changes.
The document presents a comprehensive financial analysis of a company's business performance, including evaluations of liquidity, profitability, sales growth, and borrowing efficiency. Key findings indicate a strong sales increase but high payroll costs impacting profit margins. The analysis suggests monitoring costs and improving efficiency to enhance profitability and overall financial health.
The document outlines a 30-60-90 day sales plan, providing goals and key tasks to complete in the first 30 days focusing on learning, the next 60 days optimizing the sales plan based on territory coverage, and the next 90 days closing deals and reviewing progress with the manager. The plan details orientation, applying company strategy and tactics, continuing to build the sales pipeline, mastering sales processes, and celebrating successes along the way.
This document outlines the agenda for a quarterly business review meeting. It includes sections to discuss wins and achievements, goals that still need work, progress on joint goals, short-term goals for the next 1-3 months, long-term goals for the next 3-6 months, upcoming product developments, and getting feedback from the customer on where the company's product stands currently. The meeting aims to review key metrics and milestones, discuss improvement areas, and create plans to continue successes and address challenges.
Quartz is an open source job scheduling library that allows scheduling jobs to run at specific times or intervals. It uses a database table format called QRTZ_* to store schedule information and jobs must extend the BaseQuartzJob class and implement the org.quartz.Job interface.
JSR 356 defines a Java API for WebSocket that allows for full-duplex communication between clients and servers over a single TCP connection. The API supports events for when the connection opens and closes, as well as sending and receiving messages. To use it, a developer creates an Endpoint class that handles events like OnOpen, OnClose, and OnMessage. They then create a dynamic web project with an HTML page containing form elements to send messages, and JavaScript code to open a WebSocket and send messages to the Endpoint for processing.
- Java 8 introduced a new date and time API in the java.time package that is immutable, thread-safe, and supports multiple calendar systems.
- The API separates the concepts of date, time, and timestamps (LocalDate, LocalTime, LocalDateTime) from calendar systems and timezones (ZonedDateTime).
- The API provides methods to query, manipulate, and convert between date/time objects using static factories, instance methods, and temporal adjusters.
This document discusses Jackson, an open source Java library that can be used to convert Java objects to JSON and back. It provides details on Jackson's main projects like jackson-core and jackson-databind. It also discusses how to use Jackson for JSON parsing, data binding between Java objects and JSON, and its support for common Java date/time libraries and annotations.
This document provides an overview and comparison of various Java web frameworks including JPA 2, MyBatis, Hibernate, Struts 2, Stripes, Spring MVC, Tapestry, Wicket, JSF 2, and GWT. Code examples are shown for implementing basic CRUD functionality using each framework. The frameworks are evaluated based on factors such as ease of use, query APIs, performance, portability, and community support.
The document discusses the challenges a project manager faces in software development from the perspective of a boss. It describes how projects often differ from initial blueprints, have risks that are unknown upfront, and face difficulties like failing beta testing, tight deadlines, and being on the wrong development path that cause extra work and costs. The conclusion is that software development projects are hard to estimate and problems are common.
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