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Territory Planning

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Anthony Cessario

on 3 March 2015

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Transcript of Territory Planning

Territory
.

Planning
.

Goals for Today
Planning
.

- The Task at Hand: "Quotas"
~ Attainment Strategy
Territory
.

- "Owning Your Territory"
- Executing on Your Prospecting Strategy
~ Customers, Greenfield, Competition...
~ Maintaining Accurate Data

~ Low Hanging Fruit
~ New Business Development
~ Protecting Your Accounts

Key Take-Aways
Agenda
- Help you understand how to leverage your resources to find and win opportunities

Goals
for Today…
Get you thinking about a territory plan
- Send you off with a plan to hit your target #
- Convince you that "owning your territory" is absolutely critical to your success
Paint a picture for how you might execute on that plan
How'd we do?
- Help you understand how important accurate and organized account data is
The Task at Hand: Your Territory
Quota
Example... My Quota:
100% Attainment = $2,248,000
This is
Oracle's goal for you
based off of the products in your bag, and the territory that you're managing.
150% = $3,372,142
115% = $2,585,300
What is YOUR goal for the year?
182%
= $4,100,000
Anthony's FY14 Target:
Breaking Down the Number
$
$4,100,000 =
$1,000,000 ARR
Deal Size
# of Deals
$400k +
$200-400k
$100-200k
< $100k
1 Deal
2 Deals
2 Deals
????
$400,000 ARR
$400,000 ARR
$200,000 ARR
Ok.
Five
Deals. How do we get there?
Target Pipeline =
4x Your Target #
Pipeline Analysis
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Pipeline
Forecasted
Best Case
Most Likely
Win %
Won
1 Deal @ $400k+ = 4 Opps in Pipeline
2 Deals @ $200-400k = 8 Opps in Pipeline
2 Deals @ $100-200k = 8 Opps in Pipeline
Needed
Target
Ok, pipeline targets set. What will these deals look like?
1 Deal @ $400k+ = 4 Opps in Pipeline
2 Deals @ $200-400k = 8 Opps in Pipeline
2 Deals @ $100-200k = 8 Opps in Pipeline
Needed
Target
Opportunity Type
$400k+
Full Fusion Suite + Taleo
$100-200k
Taleo or Fusion Single Modules; Taleo/PSFT Renewals
$200-400k
Full Fusion Suite; Full Taleo suite; Fusion Modules at Large Organization
Mid Market Example
Ok, we understand
what
we need to sell. Now,
who
are we selling to?
Needed
4 Prospects-
Full Fusion + Taleo
Target
- Oracle Shop; PSFT or EBS customer looking to move to the cloud
- PSFT or EBS core with several other 3rd party solutions across HR
8 Prospects-
Full Fusion; Full Taleo; Fusion Pillars at Large Orgs
- Oracle Shop; PSFT or EBS customer looking to move to the cloud
- Large PSFT customer interested in cloud, but not ready for full suite
- Happy Taleo customers looking to consolidate multiple 3rd party solutions
8 Prospects-
Taleo or Fusion Single Modules;
Taleo/PSFT Renewals
- PSFT or EBS customers not on Taleo
- Workday/SAP customers not on Taleo
- PSFT or EBS customers that are comp focused
- Taleo customers looking to add modules
182%
= $4,100,000
Anthony's FY14 Target:
Owning
Your Territory
- With IT? With the line of business? With the CFO?
What is the status of Oracle's relationship with each of our customers?
Who are our current customers?
What Oracle technology are they using?
What competitor's technology are the using?
What competitors are strong in the area?
- What customers are they already engaged with?
What partners have relationships in each account?
Owning Your Territory:
DATA
is King
Whitespacing -
The process of cataloging all of the critical account data for each of the companies in your patch (territory)
- Current technology Solutions
- Contacts/Status of our relationships with key contacts
- Account history/Key Notes/Recent Interactions
Keys:
Why is this data so critical?
Execution of our prospecting plan.
Goals for Today...
- Managing Your Team
Managing Your Team...
Key Players

Regional Vice-President (RVP)
Regional Manager (RM)
Application Sales Manager (ASM)
Application Sales Rep (ASR)
Business Development Rep (BDC)
Territory Team
Oracle Direct Team
Your counterparts across the region
Your counterparts across the division
Other RMs Across the Division
Other Resources in the Region
Other RMs across the Region
Other ASMs across the Region
Customer Success Specialist (CSS)
Other Oracle Sales Teams in the Region
(Territory Team for Each)
Applications
- HCM, CX, ERP
Tech
Middle-wear
Business Intelligence (BI)
Other Internal Resources
Deal Management
Contracts/Legal
- NADAPP/HQAPP Approvers
- Lawyers
Collections
Imaging
Marketing
Regional Field Marketing
North America Field Marketing
Demand Generation
Product Marketing
Managing
Your Team...
3 keys to focus on...
Managing these relationships will likely be the single biggest contributor to your success in the territory.
Collaboration-
Collaborate across teams, divisions, departments... as much as possible.
These are People Not Positions-
- Get to know the
people
on the teams.
- Give honest and sincere thanks/praise whenever your can.
- Every single relationship that you manage will be unique in some way. Do NOT assume that you know the best way to work with someone until you share some time with them.
Start Building Your Oracle Rolodex
This is a self-service environment at Oracle. Having internal resources that can point you in the right directions is worth its weight in gold when you're in a crunch.
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