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2015 Account Manager Business Plan

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by

Matthew Herring

on 16 April 2015

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Transcript of 2015 Account Manager Business Plan

Matthew Herring
2015 - Account Manager Business Plan

Matthew Herring 2015
Current Customers
Measuring Success
Resources/Goals/Strategy
Q1 Performance
Q2/Q3 Existing Funnel
Malimar
- CDN: $14,400
PPPSW - MPLS: $5,900
PPPSW - SSA: $1.000
Verimatrix
- DIA: $1,000
Verimatrix
- DIA: $1,200
Rubio's - DIA:$1.000
Rubio's - MPLS: RFP
Sambreel - DIA:$2,500
Transcore - VPLS:$6,000
Officia
- Conv: $3,000

Total: $36,000
Quota: $30,000
Grade: C+
Delta:

($8,940)
Account Base
Top Targets
New Fiber Footprint
Local Leadership
Networking
EcoSystem
Successful Peers
Marketing
Toolbelt
Strategy
Cold Calling
Networking Partners
Overlay Support
Marketing Events
Proactive Engineering Design
Customer Referrals
Systems/Processes
Agenda
Current Performance

Customer/Prospects Analysis

Resources/Strategy/Goals

Plan of Action

Measuring Success

Open Discussion
Cold Calling/Field Time
Marketing Events
Networking
Overlay Support/EcoSystem
Target Account Selling
Strategy & Plan Implementation
SAT
Leadership
Marketing
Lead Gen
Proactive Engineering Team
College Connect
Customer/Vendor Happy Hours
Torrey Pines
Padres Games
Property Management Lunches
New techniques
Outside the Box Thinking
Partnering with team for "Best Practice"
More Face-2-Face time with Customers
Cisco Partner opening to multiple vendors
Adam Elasowich to introduce to others
Chuck Day planning Data Center events
Goals
Fully established vendor network
Account Penetration >75% in target accounts
50% Funnel contributions from lead exchanges
80% Quota Attainment
Complete Understanding of new systems/tools/processes
Emerging Leaders Program
New Logos
New Partners
Weekly KPI's
10 Hours Field Time
4 Face to Face Meetings
30 Strategic Emails
50 Phone Calls
1 Lunch/Happy Hour
1-2 Internal calls with Overlay teams
Identify top 5 accounts that would benefit from TAS analysis

See Rubio's
Full transcript