Milind Katti

Milind Katti

October 14, 2019

Meet Jack : The Account Planner

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Meet our muse, Jack.

Key Account Manager. Account Planner. Data Interpreter. Relationship Builder. You.

You know Jack. He is just like one of us. Surrounded by data, information, statistics, and revenue numbers. Clients who demand the world. Internal stakeholders that need convincing. Jack wears many hats. But that just works. With a family to look after and a life full of interests and hobbies, work-life balance stretches Jack the most. And Jack inspires us to stretch ourselves here at DemandFarm.

Here’s why.

Let’s talk about Jack in his Account Planner avatar. Jack is accountable for one of the most critical Key Account processes – building the strategy and executing the plan to achieve annual targets. While bridging the gap between planning and execution is a huge challenge, an even bigger pain point is getting started on and building the plan itself. You may identify with Jack’s life around Annual Planning Season.

Let’s look at everything that occupies him in the run-up to and during the account planning process.

Gathering business insights

The most part of Strategic Account Planning involves gathering data from several sources, collating it into a standard format and mining that data for actionable insights to help build the annual plan. A comprehensive white space analysis, competitor analysis and a long hard look at the state of the relationship are other indispensable activities at this stage. This is where he is able to spot the real opportunities for value creation and growth across the length and breadth of his Key Accounts.

Collaboration with internal stakeholders

Account Planning is one thing and achieving the planned goals is another. It just cannot happen without the engagement of key internal stakeholders, all of whom probably have their own drivers and constraints. An effective annual plan would not only build the business case behind the goals and create buy-in; it also sets targets and expectations from team members. This helps him put everyone on the same page and coordinate the internal effort to achieve the plan.

Governing the plan

Tracking the plan, measuring performance, quantifying the qualitative indicators effectively – Jack needs to seamlessly bridge the gap between planning and execution. And he needs to check deviations, course-correct and stay flexible enough to grow with the Clients needs and goals.

Handling the many aspects of Annual Account Planning can be overwhelming! So here it is. For all the Jacks out there, I get it.

Having been a Key Account Manager in my time, I understand how crucial this time of the year is for you. Like I said, we are inspired by the work you do. So we build technology that helps you win. And this Annual Account Planning Season, we want you to try it for yourself.

Imagine… An Account Planning technology that:

  • Works from inside Salesforce, using data already in the system
  • Integrates all the data at one place, in one format
  • Creates action plans that you can easily share, leading to specific goals, activities, support required
  • Generates Insights, metrics, and measures for Key Accounts
  • Easily tracks whitespace, people, and actions, seamlessly governs progress

And it is yours FREE until the 31st of December 2016. Sign up here and get started on the best Account Planning experience you will ever have. I guarantee it.

PS: It’s an all-access pass to our best planning module ever, no questions asked. Sign up today, and unlock the true potential of your Key Accounts.

Ready to discuss your Account Management Needs?

Talk to our Product Expert
Milind Katti
About the Author

Milind Katti

CEO & Co-Founder, DemandFarm

Milind is CEO & Co-Founder of DemandFarm. Having practiced and evolved the ‘account farming’ principle for over a decade he established DemandFarm and is passionate about delivering the best B2B key account management tool to serve the needs of key account managers. Milind also serves on the Board of LeadEnrich & is a Strategic Adviser.

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