You enable Digital Account Planning

The DemandFarm Key Account Management Software is built to enable digital transformation

Challenges

Key Account data and intelligence is spread across the organization is disparate systems.
High level of manual effort is required to create and manage account plans in PowerPoint and/or Excel.
Account Plans are static and do not automatically pull current data; e.g Contacts & Opportunities from CRM, Financials and NPS scores from external systems, Relationship Insights and Competitor Intelligence.
Creation effort and management of separate documents and versions do not allow for a continuous account tracking and progress analysis.
Lack of unified Financial Planning, Relationship & Account Strategy along with Action Planning.
Inefficient Portfolio mapping & Whitespace analysis.
No intuitive way to visualize to analyze and improve relationships and manage multi-level engagement with clients.

Benefits

Digital Account Planning Tool within your CRM eliminating separate documents.
Intuitive, Simplified and Definitive approach to building Account Plans.
Automated live data usage from your CRM and other systems within your ecosystem.
Streamlined ability to Analyze, Plan and Track in real-time.
Instant access to right data, reporting, dashboards and analytics.
Account Heatmaps to identify new cross-/upsell opportunities across portfolio
Deeper, wider and richer Executive relationship development through data-driven value creation.

Challenges

Consistent adoption of pre-existing Methodologies, Frameworks and/or Templates across Sales teams
Inability to establish repeatable processes and scale globally
Inefficient governance, reporting and measurement across Key Accounts
Lack of seamless integrations across systems and data silos
Online Key Account reviews along with custom export options
Missing trends and insights for data-driven decision making and setting the right strategic focus
Inadequate internal cross-functional partnerships

Benefits

Easily configurable, highly customizable to meet your existing account management processes. A dedicated Customer Success Team for continued value-realization
Facilitation of Process Standardization and Scalability in your account management practices
Technology enabled ‘proactive (iterative) institutionalization’ through standard and systematic approach to core processes to potentially eliminate gaps in communication, interpretation, accountability, and deliverables
Frictionless integrations and automated workflows to connect and reuse existing data
Single-click reviews along with customizable and multi-format export options
In-App Insights, Nudges and Recommendations for your teams to be more Effective
Action plans, Playbooks, Status Reports, Relationship Maps and more to unite internal teams around a common action plan for achieving revenue growth, service excellence and relationship advantage

Challenges

Unavailability of on-demand, collated and high-quality in-depth account intelligence
One-stop access to Account Plans & Strategies across overall portfolio (Financials, Intelligence, Goals, Communication Plans, Competitive Strategy)
Anytime visibility & transparency on Key Account status, progress and achievements
Online reviews along with multi-year overviews and historical analysis across accounts
Effortless understanding of account and relationship dynamics for new account teams and cross-functional teams
Retention of Account Intelligence (KAM changes)
Holistic and systematic Customer Revenue Optimization along with Predictable Revenue growth

Benefits

Multi-service Grandstand & Farming Engine® for comprehensive Trends, Analysis and Actionable insights
Ability to stratify the overall portfolio from within your CRM and focus on the Right Customers for Strategic Advantage
Improved data quality & real-time accessibility for Increased flexibility and adaptability to shifting customer priorities
Annual Account Plans for planning, targeting and orchestrating activities to achieve targets and improve hit rate
All in one view for cross-functional collaboration
Qualitative Relationship Mapping, Communication Matrix, Account Intelligence and Competitor stacking all entrusted to ‘Enterprise Memory’
Consolidated reporting to facilitate proactive intervention and decision making for revenue optimization ( growth and minimizing revenue attrition)

Key Modules that Institutionalize Account Planning

Empower account managers to drive account planning effortlessly and with complete clarity.

Account Plan

The Account Plan module is designed to help you create an annual plan for each key account with clear goals and objectives using both qualitative and quantitative insights.

It enables you to create an account plan across the four dimensions of:

Account segmentation based on relationship health and account attractiveness
Competitor analysis going beyond SWOT to Wallet Share Analysis
Meetings Strategy for streamlined & consistent Communication
Growth Strategy definition & Target Setting across Buying Centers & Offerings

Once complete, track real-time progress throughout the year as a managed process & identify areas that may need focus.

Relationship Maps

Build visual org charts of your customer organization within your CRM.

Map opportunities to contacts, see the decision-making power & the budget your Champions or your Detractors hold.

Add qualitative attributes to map and leverage the influence your contacts wield on each other to close opportunities faster.

The Communication Matrix lends key insights into the communication & interaction patterns between your team and customer touchpoints.

Analyze the volume and level of connect to determine the maturity of your relationship with account and optimize your communication strategy to maximize ROI.

Account Heatmaps

A comprehensive cross-sell & upsell module which helps:

track active opportunities & engagements
identify growth areas such as Whitespace or Blackspace
create value for the customer through new or enhanced services or products and to help anticipate and build capacities to serve better

A visual Account landscape which maps your Offerings vs Client Business/Buying Units to help you understand how the pipeline is spread at a granular level.

With historical data on Wins/Losses, along with active Opportunities/Engagements, you can easily identify whitespaces to further grow the account.

A powerful tool to position new offerings and to determine the potential buying centres to target

Grandstand

Aggregated view of Trends, KPIs and Actionable Insights across the Key Account portfolio for leadership to make data driven decisions.

Review Dashboards and Reports across all dimensions: Revenue, Engagements, Opportunities & Relationships.

Identify revenue at risk for proactive intervention.

Drill down capability to view desired data at granular levels. Drive account centric effectiveness,sustainable and predictable revenue growth.

Account Plan

The Account Plan module is designed to help you create an annual plan for each key account with clear goals and objectives using both qualitative and quantitative insights.

It enables you to create an account plan across the four dimensions of:

Account segmentation based on relationship health and account attractiveness
Competitor analysis going beyond SWOT to Wallet Share Analysis
Meetings Strategy for streamlined & consistent Communication
Growth Strategy definition & Target Setting across Buying Centers & Offerings

Once complete, track real-time progress throughout the year as a managed process & identify areas that may need focus.

Account Heatmaps

A comprehensive cross-sell & upsell module which helps:

track active opportunities & engagements
identify growth areas such as Whitespace or Blackspace
create value for the customer through new or enhanced services or products and to help anticipate and build capacities to serve better

A visual Account landscape which maps your Offerings vs Client Business/Buying Units to help you understand how the pipeline is spread at a granular level.

With historical data on Wins/Losses, along with active Opportunities/Engagements, you can easily identify whitespaces to further grow the account.

A powerful tool to position new offerings and to determine the potential buying centres to target

Relationship Maps

Build visual org charts of your customer organization within your CRM.

Map opportunities to contacts, see the decision-making power & the budget your Champions or your Detractors hold.

Add Qualitative attributes to map and leverage the influence your contacts wield on each other to close opportunities faster.

The Communication Matrix lends key insights into the communication & interaction patterns between your team and customer touchpoints.

Analyze the volume and level of connect to determine the maturity of your relationship with account and optimize your communication strategy to maximize ROI.

Grandstand

Aggregated view of Trends, KPIs and Actionable Insights across the Key Account portfolio for leadership to make data driven decisions.

Review Dashboards and Reports across all dimensions: Revenue, Engagements, Opportunities & Relationships.

Identify revenue at risk for proactive intervention.

Drill down capability to view desired data at granular levels. Drive account centric effectiveness, sustainable and predictable revenue growth.

A Strategic Approach to Account Planning done right

Explore the methodology and essential features to strategically grow revenue

White Space Analysis

See the big picture and details – 360-degree clarity to anticipate opportunities, build the right capacities and align resources
Zoom-in to Account Plans to know where to cross-sell and up-sell
See where you are selling (or where you are not) – Can be customized according to services or customers
Build the Account Plan, business case or plan capacity accordingly

Relationship Mapping

Know the decision-makers, influencers and detractors to connect externally or leverage internally
Understand which relationships should be built and which can be deferred
Know how to invest time, effort and resources according to the relationship

Communication Matrix

Capture all your interactions to sketch the communication pattern
Create insightful visualizations of frequency, width and level of interaction with the Accounts team
Create a detailed assessment and review of play at the operational or strategic level

Account Segmentation

Strategically segment accounts based on the relationship and attractiveness
Understand how you can scientifically configure attributes to segment all accounts into – Star, Strategic, Status & Ignore categories

Competitor Stacking

Assess competition footprint within individual accounts
Qualitative analysis of your competition strengths & weaknesses and plan of action against each of them
Wallet Share Analysis to check actual account spends on competition vis-à-vis your organization

Annual Account Plan

Build your digitalized Account Plan with growth strategies for buying centers, engagements, financials and revenue goals
Get the insights you need to plan and set targets for your account
Take data-driven decisions on over-investing/ under-investing/ appropriately investing in the account relationship
Get clarity on current revenues and setting targets

Account Tracker

Get actionable insights to take the right strategic calls at the right time
Have the data that you need to check progress against plans
Get the ability to actively engage with internal stakeholders on goals and deliverables
Build a proactive system to check deviations and course correct

Farming Engine

Get improved understanding of the health of the relationship, farming and mining effectiveness
Understand the key metrics derived to know the progress in the account such as growth, target achieved, cross-sell and up-sell opportunities

Grandstand

Know the trends of all your accounts with data-driven insights in a single dashboard
One place for leadership to review multiple key accounts anytime, anywhere
Focus on strategy and innovation by connecting the dots for the big picture

Effortless Process. Effective Outcomes.

Account Planning made Digital

Data driven

Account Planning

Trusted by leading enterprises

Salesforce Top 10 Business Apps

4.6

Average Rating

EXCELLENT ACCOUNT & CONTACT MANAGEMENT TOOL

-Martha Aguilar

COMPREHENSIVE & USER-FRIENDLY

- Donny Reblitz

GREAT TEAM

-Martha Aguilar

EXCELLENT TOOL

- Donny Reblitz

You enable Digital Account Planning

Account Managers

Sales Leadership

Sales Operations

Challenges

Benefits

Challenges

Benefits

Challenges

Benefits

Key Modules that Institutionalize Account Planning

Account Plan

Relationship Maps

Account Heatmaps

Grandstand

Account Plan

Account Heatmaps

Relationship Maps

Grandstand

A Strategic Approach to Account Planning done right

ANALYZE >>

PLAN >>

GOVERN >>

White Space Analysis

Relationship Mapping

Communication Matrix

Account Segmentation

Competitor Stacking

Annual Account Plan

Account Tracker

Farming Engine

Grandstand

Why DemandFarm?

MISSION

Plan and ensure a successful Customer Lifetime Value

THE APPROACH

Think long-term for a sustainable solution and act proactively

UNIFIED SUCCESS

Client Success = Our Success, our Customer Success

Effortless Process.
Effective Outcomes.