An account plan is a map of an account that summarizes either capabilities and organization of a company. This document will be very useful when you're targeting a specific account. The main objectives of this document is to undestand the account and thanks to these researches, build a strategy to well penetrate it. This company presentation will help you by giving you visibility over the structure of the organization and then to allow you to target right people inside the company and be efficient while you're prospecting. This knowledge regarding this specific key player will help you establish a penetration strategy of the account.
To be efficient, an account plan has to contain many crucial information, first, we have to make an "account ID" by finding the name, legal information, date of creation, location of the company and have a look to financial situation. Then, it's key to discern the core activity from other activities. This analysis will give you visibility over the whole scope of the company. To better understand the activity you have to list products they manufacture and services they performed.
Then you have to give a deep analysis of the organization of the company, know where are and what does their subsidiaries and also the size of the company in term of number of employees and turnover of the company.
Other information can be relevant to establish your hunting plan, as internal and external environment. It's important to list contacts you already have and the one that would be relevant for business.
It opens doors of key player
This document will be a road map to penetrate the account that you're targeting. This step come after your sales plan/target list that you make after you established company strategy. You decided where you want to go and the account plan will open doors of this specific account.
For Surfeo this process gives us information about key players and help us built a penetration strategy to introduce our customers capabilities to the target we listed during the establishement of the sales plan.
alex.roman@surfeo.eu
+33 (1) 55 17 14 73
www.surfeo.eu