COULD YOUR KEY ACCOUNT STRATEGY BE COSTING YOU REVENUE? REVEGY ACCOUNT BASED IMPACT SERIES

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1 COULD YOUR KEY ACCOUNT STRATEGY BE COSTING YOU REVENUE? REVEGY ACCOUNT BASED IMPACT SERIES

2 As a B2B company, a significant part of your revenue comes from key accounts. You fought hard to win them. And it s critical to keep, manage and grow them. But here s the thing. Growing revenues in key accounts presents a unique set of challenges. Complex, matrixed organizations bigger, wider, deeper by functions, verticals and geography Driving more revenue to fewer suppliers Require you to not just add, but create ongoing value The only sustainable way to grow your key account revenue is to help them grow their business.

3 EASIER SAID THAN DONE. For many key account managers, it s more of let s not lose it rather than let s help these guys grow mentality. If done right, however, key accounts can deliver the highest growth in the least amount of time, at the lowest cost. Your peers have revenue growth rates for strategic accounts that are 2X higher and sales cycles that are 40% shorter than traditional or net new accounts. Not just over the long term. But Now. So, what s stopping you from getting more revenue from your key accounts today?

4 Are you convinced that your account managers have identified all of the potential up-sell and cross-sell opportunity in your key accounts? You could be missing out on huge growth opportunities not due to a lack of strategy, but because your current approach to managing key accounts is missing a critical element

5 ...THE ANSWER IS HIDING IN PLAIN SIGHT.

6 Key Accounts Are Different From... Key Account Managers Are Different From... Key Account Goals Are Different From... Customers Sales Reps Sales Targets Shouldn t your key account platform be different from standard sales enablement tools?

7 BREAK OUT OF THE LOW-GROWTH LOOP Key account complexity clouds domain visibility and knowledge Sustained growth is impossible without a single source of truth Lack of specialized platform: planning, processes and technology to drive real Key Account Growth Clouded visibility hinders alignment and coordination of the right internal stakeholders Lack of accurate relationship assessment and customer potential is a major cause of missed revenue Poor stakeholder alignment leads to faulty assessments of relationship strength and future revenue potential

8 The right platform for key accounts can uncover pipeline opportunities that get lost in the loop. Companies that engage in effective and ongoing key account planning have win rates nearly double that of companies without a formal process and companies that use a solution designed specifically for account planning have an 11-point advantage over those using manual efforts and a 9-point advantage over those using homegrown or CRM applications. Leveraging Revegy has lead to an improvement in the quality of our relationships with customers, and is helping us uncover larger, more strategic opportunities that we would have never considered before... Denise Matalas VP, Strategic Programs

9 SO WHAT DOES THIS LOOK LIKE? SPECIALIZED KEY ACCOUNT MANAGEMENT PLATFORM Account Planning AND Execution Purpose Built Technology Consistent, Systematic Framework Take an interactive tour of a best-in-class key account plan created with purpose-built technology.

10 Account Planning AND Execution TACTICAL ACCOUNT PLANNING STRATEGIC ACCOUNT PLANNING One off/tactical account planning exercise without any real execution or action Manual collation and management of scattered or siloed data: Lack of big picture across complex data points means poor customer intelligence and no actionable insights Planning on Excel, PPT, Word and s, with no tracking/ governance mechanism: lack of accountability, inability to measure KPIs Fragmented view of customer and domain, hands-off leadership: lack of strategic insights, missed revenue opportunities Strategic Account Management (SAM) is a company-wide initiative in complex, highly matrixed organizations which focuses on building strong and mutually beneficial relationships with a company s most important customers and partners. Automated approach to identify gaps, correlations and opportunities not visible with CRM/ templates/ manual efforts Single source of truth gets all internal stakeholders including leadership on same page and shifts focus from account management to sustained growth Strengthen strategic partnership with key accounts by aligning with client s strategic goals and cocreating growth plans Account planning was done once a year on PowerPoint and stashed away in a virtual drawer it was a one-and-done exercise for management as opposed to an enabling event Colin Anderlohr Senior Director of Sales Effectiveness, JDA Software

11 Consistent, Systematic Framework DIY ACCOUNT PLANNING Over dependence on an individual key account manager makes organization vulnerable to account churn, longer onboarding, loss of strategic focus Poor collaboration, accountability as key stakeholders don t follow systematic approach to core processes Lack of holistic approach means a tactical (deal-based) approach with multiple uncoordinated tactical contacts that confuse clients Operational tasks and inefficiencies soak up valuable account manager time and resources ACCOUNT PLANNING WITH BUILT-IN BEST PRACTICES Scalable Key Account processes that transfer ownership of the account relationship to the organization and mitigates risks of person dependency Builds organizational intelligence and creates stakeholder accountability as everyone is on the same page Smooth collaboration across global teams enables integrated value creation for Client Dramatically increases Account Manager efficiency and effectiveness by focusing on strategic work, not operational tasks We couldn t build relationships with clients. There could be 5-6 reps [calling a single account]. We tried to coordinate as much as we can but it was disjointed reps had their own processes. What we needed was a best practice and standardized approach to get engrained within the accounts with the largest potential. JDA Software (Top 50 Accounts make up 70% of revenue)

12 Purpose Built Technology ONE-SIZE-FITS-ALL APPROACH TO TECHNOLOGY Manual systems cannot handle or leverage the scale and complexity of Key Accounts CRM was designed for sales enablement, not key account management Homegrown and hybrid systems are a high-risk CAPEX that make you vulnerable to becoming technologically obsolete overnight THE RIGHT TECHNOLOGY FOR KAM Technology specifically designed to manage scale and complexity of globally dispersed Key Accounts Transforms core activities like account planning, relationship management, and opportunity creation into high-yield processes Easy to deploy, scale, integrate, upgrade with cloudbased SaaS model They realized that Key Accounts had their unique complexities and could not be processed through the same CRM systems that managed their hundreds of other smaller, low-growth potential accounts or what we may call today the long-tail of accounts. Excerpt from MarTech Advisor article Why Are B2B Companies Adding KAM Technology to CRM?

13 NOT HAVING A KEY ACCOUNT PLATFORM COMES AT A HIGH PRICE. How much revenue could you be missing out on this year from your accounts? It s like a ball player who didn t even know there was a game being played before they had a chance to try out for the team. Colin Anderlohr Global Head of Sales Effectiveness JDA Software

14 THREE QUESTIONS TO CONSIDER TODAY: How many accounts make up 80% of your revenue? How much revenue would a 3% increase in growth within just those accounts yield? If you got a meeting with one of the CEOs at those accounts an hour from now, could you walk in and have a strategic conversation about his business and your organization s long-term value? In 3 out of 4 account planning sessions we do, the customer is now present and involved, essentially helping us build the positioning to grow more Keith Hartley Vice President, Oracle

15 Revegy is a comprehensive, purpose-built key account planning platform for enterprise-scale companies that is easy to deploy and quick to deliver ROI. Revegy implements quickly and is highly configurable to your business requirements. We rolled out their account planning and management technology and utilized it first with dedicated accounts where we saw the greatest long term opportunity

16 SO WHAT NOW? A Tip From SiriusDecisions: Consider starting with a few core accounts to test assumptions, identify pitfalls and ensure that execution matches expectations.

17 HERE IS WHY INDUSTRY LEADERS CHOOSE REVEGY TO DRIVE KEY ACCOUNT GROWTH Methodology and CRM agnostic platform with seamless integration to existing systems Transition from transactional selling to strategic partnerships with your most valuable accounts Consistent planning, reporting, and analytics for the right actionable insights at the right time Immediate and long-term forecast and revenue visibility Join the dots across complex data to spot immediate and strategic farming opportunities with whitespace analysis Anytime, anywhere access to key account intelligence for all stakeholders builds collaboration and delivers singlewindow value to clients Built-in visualization enables users to navigate complex landscape of people, politics, opportunities and threats

18 PROOF POSITIVE We now have the ability for account managers to visually see where the gaps are and create a detailed account/action plan moving forward which allows us to see what was previously invisible to see between the spaces to what is the real opportunity. Since launching Revegy (3 quarters) we have seen revenue generated within our account management team double. Revegy enables us to document customers goals, how they re trying to accomplish them, and what s driving them in a methodical, consistent way, which has had a direct impact on revenue. It allows us to reinforce the focus on the customer and what they re trying to do, leading to net new opportunities that we may never have thought about before... With Revegy, the broader account team discusses alternative strategies, other ideas, new opportunities that come from these discussions and how we can potentially combine strategies/new requirements for larger opportunities which in turn increases the value to the client and encourages quicker acceptance by key contacts to walk through from the business. Revegy gave all stakeholders visibility into a living and breathing, real-time account plan for sustained revenue and growth. We re seeing benefits in terms of who we re getting access to, better anticipation of customer needs, and having farther reaching horizon of projects to work on WITH our customers. Jennifer Dougherty Manager Sales Enablement Denise Matalas VP Strategic Programs Al Haskins Major Account Manager Colin Anderlohr Sr. Director, Sales Effectiveness Revegy is trusted by world-class sales and account teams for a reason. Let us show you why. SCHEDULE A DEMO