– SPONSORED CONTENT –
SUCCESS BROUGHT TO YOU THROUGH POWERFUL ACCOUNT MANAGEMENT TOOLS AND INSIGHTS IN SALESFORCE
By Paula Coimbra
Matrix Project Manager ARPEDIO
In 2012, Ulrik Monberg – an experienced management consultant with nearly
20 years of experience in complex business-to-business sales and digital transfor- mation projects – was convinced there should be a simpler way to create, handle and track relationships and manage the spinning plates of strategic account man- agement in B2B sales. His experience and frustrations led to the development of ARPEDIO solutions.
ARPEDIO = A: Assess, R: Reflect, P: Plan, E: Execute, like a god (i.e., Dio)
ARPEDIO is designed for complex B2B sales
organizations that operate in the
Salesforce.com CRM universe. CRM universe. It is designed to be methodology agnostic but it can easily be set up for strategic account managers, sales representatives and
business development leaders used to
working with e.g. Miller Heiman Blue Sheet, The Challenger Sale or the SAMA’s value co-creation and partnership model. The top industries using ARPEDIO are professional and financial services, large enterprise manufacturing and pharmaceutical.
ARPEDIO leads the way and enables strategic
account managers at each step of the selling process, from ensuring a CRM system setup for complex sales to establishing sales excellence through tools that
increase performance directly
ARPEDIO Account Management Tool ARPEDIO’s Account Management tool creates alignment and removes uncer-
tainty by letting account managers assess their accounts and get to know exactly where they stand, and therefrom identify how to progress. With a common account best practice, the team can get suggestions to activities and upsell opportunities. This leaves the company with a more strategic foundation to increase the value of their strategic accounts. It also:
• Helps companies to ensure that their best practices are available to all team members, wherever they are in the world. Best practices are housed in ONE common place.
• Empowers business professionals by allowing them to “shine” thanks to online coaching and training.
• Improves win rate because managers and SAMs are involved in the entire sales planning process.
“We designed ARPEDIO to make it easier to collaborate on accounts and in Salesforce.
ARPEDIO offers two primary products: ARPEDIO Sales & ARPEDIO Matrix, two complementary tools designed to work independently or together that can assist SAMs in identifying and evaluating their value-creation efforts and in determining if they are meeting customer expectations. These professionals
often need close management
support and rely on cross-functional cooperation in order to succeed. The tools help to manage and improve stakeholder relationships and offer tactical assistance for whitespace analysis, pipeline and account management.
opportunities across organizations and business units,” Monberg says. “We wanted to make it easier to prioritize accounts and opportunities, work around red flags and find out how to support colleagues on their accounts and deals based on shared knowledge.”
ARPEDIO Matrix – Stakeholder mapping made easy
Back in the days, sales people and
Strategic Account Managers relied on notebooks,
spreadsheets, whiteboards
and restaurant napkins when mapping out the stakeholders at their accounts.
VOL. 21 ISSUE 3 2019 VE L O C I T Y ® 2 3
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