Relationship mapping
data about relationship dynamics within your client’s organization like who is influencing whom and details around an individual’s preference or experience with your products.
Strategy mapping. Visually map
your client’s business goals, strategies and departmental initiatives to see where you’re currently driving value, which initiatives are funded and how to align your solutions.
Strategy maps are where your
account planning moves from tra- ditional relationship management to valued business partnership. At the heart of the customer-centricity movement is the notion that large enterprise clients – your key accounts – are transforming rapidly to keep pace with the complexities of glo- balization and digitization, and that they’re looking for partners who can help them grow and compete.
To bring value to a collaboration
between you and your key clients, it’s
imperative that you know the
high-level company missions, depart- mental roles and responsibilities, and what projects your key stakeholders (see: relationship mapping) are driv- ing.
Whitespace mapping. Whitespace
maps make cross-selling and upselling far easier by showing users informa- tion such as business unit product penetration, competitors in play and future potential.
Revegy’s Whitespace+ reimagines
whitespace mapping. Alternative whitespace solutions focus on one part of the picture: product infor- mation. Whitespace+ is able to take a variety of data from across your account plan and summarize it at a decision-making level. The combina- tion of qualitative and quantitative information delivered in a visually appealing way is unique to the Revegy platform. This clarity is essential to
2 0 VE L O C I T Y ® VOL. 21 ISSUE 3 2019 Whitespace mapping
Strategy mapping
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