identifying the optimal path to revenue within your key accounts.


These maps integrate with action-


driving features, like playbooks and internal goals and actions, which can be configured for any methodology. Using insight from maps to identify new growth ideas turns set-it-and-forget-it exercises into living account plans that deliver everyday value.


MarkLogic leverages Revegy for


account planning, stakeholder mapping and discovery mapping. Now account teams, including stakeholders without CRM access, can view account plans and input customer intelligence. These teams can now collaborate on complex plans of action rather than just indi- vidual tasks.


It takes a team to build a partnership.


Becoming a valued strategic partner


requires cross-functional contribution. Teams familiar with the old way of mapping accounts – using PowerPoint, Excel or Visio – know how missing attachments and multiple versions often leave people working off completely dis- parate plans. Living account plans that are collaborative simplify the adminis- trative work and refocus teams on sup- porting clients.


Siemens Digital Industries Software


rolled out Revegy account planning tools including relationship maps, strat- egy maps and account plans to sales orchestrators and their


teams. The


tools give everyone access to the same information and account plans in a col- laborative platform.


Purpose-built technology not only


aligns teams with strategic consistency but can also enhance relationship- building


activities. For example,


Revegy’s Contacts+ package integrates with Outlook 365 to help sales teams make connections faster by identifying


VOL. 21 ISSUE 3 2019


“When we implemented Revegy, it felt like we were making people’s jobs easier…Now the whole integrated account team can see the plan, and sales reps can get more input. It’s helping them be more strategic.” Pat Gregory, senior director, sales enablement, MarkLogic


Success for our clients who build strategic partnerships through Revegy encompasses more than revenue growth. The right technology facilitates how teams adopt new strategies, collaborate, coach and report on progress.


MarkLogic


• MarkLogic has achieved 100% engagement in account planning.


• The sales team can easily see where to focus and the management team can easily see where to coach.


• Higher quality data is being captured.


• Paper tools and the duplicate data entry that went with them have been eliminated.


opportunities in their


for introduction with- own organization. Using


Contacts+ data, users can identify col- leagues with more established relation- ships and request valuable introduc- tions to targeted key stakeholders.


“Contacts+ is a unique intelligence


feature that allows users to assess their client relationships and make faster, more strategic connections,” explains Anne Kimsey, Revegy’s vice president of product management. “This product promises to help our customers con- nect the dots in their relationship maps, increasing productivity and driving rev- enue growth.”


Put people first Admittedly, it requires a mindset shift


to accept that complicated accounts don’t have to be so complicated to manage. For so long, companies have wavered between settling for


taxing,


unprofitable data entry or abandoning strategy altogether. A SAM platform can bridge that gap by operationalizing the process in a way that provides prac- tical value along the way.


Strategic account planning should not only guide profitable growth but also


Siemens Digital Industries Software


• The standardized set of tools made sales orchestrators and their teams more efficient.


• Account plan summaries provided sales orchestrators and management a dynamic progress report on how Siemens Digital Industries Software is helping customers achieve their objectives.


provide value to all stakeholders – indi- vidual users, managers and executives – which drives adoption. This creates a virtuous cycle of value. The users and the data that they populate into relationship, strategy and whitespace maps will inform your strategy. An effective strategy should reward the user and support their success.


Purpose-built for revenue optimization


Twenty percent of your accounts


drive 80 percent of your business. So what do you do when efforts to manage those accounts are 80 percent frustrat- ing and 20 percent fruitless?


A purpose-built platform that lever-


ages relationship building to optimize revenue in your strategic accounts will be the cornerstone for all


successful


SAM programs in 2020 and beyond. Companies that are able to execute their account plans successfully will see their relationships grow to higher levels within the organization, reach into new business verticals and earn trusted advi- sor status. n


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