Page 1 of 12

Holden Account Management

Continues for 11 more pages »
Read full document

Holden Account Management

  • By
  • August 2011
  • 2956 Words
  • 248 Views
Page 1 of 12
efox Account Plan
Account: ANZ Operations and Technology Pvt Ltd Total WSP Revenue: $40,000 Total CDSP Revenue: $0 Sales Professional: Amit D Bhattacharya

29/11/2010 Page 1 of 12 efox by Holden International www.holdenintl.com

efox Account Plan
Corporate Goals & Initiatives
Corporate Goals: undefined Corporate Initiatives: undefined

29/11/2010 ANZ Operations and Technology Pvt Ltd Page 2 of 12

efox by Holden International www.holdenintl.com

efox Winning Sales Plan
Account: ANZ Operations and Technology Pvt Ltd Opportunity: NPLC Bangalore-Mumbai Value: $40,000 Close Date: May 11 2010 Sales Professional: Amit D Bhattacharya Sales Prediction Opportunity is closed

29/11/2010 Page 3 of 12 efox by Holden International www.holdenintl.com

efox Winning Sales Plan
Discovery
Expanded Opportunity Analysis
Solid Emerging Weak Non-existent Excellent Good At parity Marginal Bad Disadvantaged Tentative Disconnected Severely at Risk Strong Growing At Risk

Nov 29 2010

Dominant

Secure

Value Premise

Business Quality

Competitive Strength

Political Alignment

Summary

Can We Add Value? - Value Premise
Client Involvement in Value Discovery Business Impact

-11 0
Driving Mechanism Measurability

-3 -4 -3 0 -3 0 -15

-4 Should We Pursue? - Business Quality
Geography/Resourceable Funding Risk Assessment Future Value to Us

0 0 0

Time frame Client Competence Profitability to Us

0 Can We Compete? - Competitive Strength
Solution Compatibility Client History Philosophical Alignment

0 0

Competitor's Solution Compatibility Competitor's Client History

-4 -3 -4 -27 -4 -3 -56

Competitor's Philosophical Alignment -4 Are We Politically Aligned To Win? - Political Alignment Decision-Making Process Leverage Political Leverage Appropriate Executive Sponsorship Established Momentum

-4 -4 -4 0

Competitor's Decision Process Leverage -4 Competitor's Political Leverage

Competitor's Approp. Exec. Sponsorship -4...