4 Step Growth Plan

4 Step Growth Plan

CS/KAM Alignment

Identify Top 3 Growth Accounts

Meet With KAM To Propose Strategy

Identify “WHO” Might Be Easiest To Sell To

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Discovery Call With Client/CS/KAM

Discovery Call With Client/CS/KAM

Gain Business Alignment By Understanding Entire Business

After Discovery, You Have The Power!

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Discovery Call With Client/CS/KAM Gain Business Alignment By Understanding Entire Business

• Get key stakeholders on client side to attend call
• Use Google Doc with Discovery questions as your call roadmap
• Open-ended questions will unlock business potential
• Find out what solutions they use now & who stakeholders are related to our products/solutions

Identify Top 3 Growth Accounts Identify “WHO” Might Be Easiest To Sell To

• Bring 3 accounts to talk through in next 1x1
• Why those 3?
• Pros/Cons
• What’s the anticipated outcome?
• Create an action plan detailing your strategy

Discovery Call With Client/CS/KAM After Discovery, You Have The Power!

• Use overarching business goals to develop BR, bring in KAM
• Performance BR should be 45 minutes or less, focus is enhanced section of the meeting
• Have KAM/CSP showcase the power of the platform as it relates to goals
• Customer journey mapping to help them understand how we can help

CS/KAM AlignmentMeet With KAM To Propose Strategy

• Ensure CSP/KAM alignment on growth plan
• Create tasks for each stakeholder
• Meet once a week until meeting with client
• Start preparing Google Doc with Discovery questions
• Asking: What don’t I know that I want to know
• Stay closely aligned with KAM to work on BR