Strategic Training CurriculumReview

Account Planning for ZBA – A Collaborative Approach

October 11, 2015

Patrich V. Calhoun, DirectorFrank Colon’, Sr. Manager

Enterprise Sales Enablement

Agenda

• Voice Of The Field• Gap Analysis• AP4ZBA Course Objectives• Alignment to PBI’s• Course Feedback• Commercial Curriculum Overview

2

Voice Of The Field

Survey Results:

*Next Step – Regional Survey Reviews

AP4ZBA GAP Analysis

What did we learn?

4

Course Objectives• Complete and do researach on 2

Top 20 ZBA Accounts to prepare for an Executive Level Meeting

• Deliver a unique Financial Impact Statement in a role play environment, handling objections and gaining feedback to improve

• Conduct a First Meeting role play using research tied to business challenges.

• Create a repeatable process with Top 20 ZBA accounts that has been proven successful.

• Services and Value Messaging• Proposals DeliveredQuotes w/Services

• Eloqua• VITO TemplateBusiness

Development

• Solutions & Services Vs. Equipment Centric• Aligning offering to client goals, initiatives &

challenges• Effective Services Talk Tracks Cases

AP4ZBA Aligned to PBI’s (Coach To’s)

8FOR INTERNAL USE ONLY - DO NOT DISTRIBUTE OUTSIDE OF RICOH

Tracking Results

ZBA Rquote Tracking:

Recent Attendee Feedback

COMMUNICATING VALUE2 DAYS

STRATEGIC ACCOUNT PLAN

(ASAP)2 DAYS

ACCOUNT MANAGEMENT(In Development)

1

1 DAY

SOCIAL MEDIA

SELLING1 DAY

OUTPUT MGMT.

STRATEGIES

2 DAYS

PROCESS AUTOMATION STRATEGIES

2 DAYS

STRATEGIC MASTERY

BUSINESS INTELLIGENCE

• BLUE PRINT• KEY PLAYERS

• CORPORATE INTELL.• S.W.O.T.

EXECUTING THE EXECUTIVE MEETING

VALUE STATEMENT

VIRT

UAL

INTR

O. C

OMPO

NENT

S

S.W.O.T.

FINANCIAL ACUMEN

(ANNUAL REPORT)

ACCOUNT PLAN (ZBA CHECKLIST)

BUSINESS INTELLIGENCE• TOP 10

QUESTIONS• G.O.O.D.S.

CUSTOMER CHECKLIST

QSM

INTEGRATED ACCOUNT REVIEW

ASM

VALUE PROP

EVOLUTION OF SOCIAL

MEDIA

SOCIAL MEDIA KEY

TERMS

CDIA + CERTIFICATION (elective)3.5 DAYS

SERVICE EXCELLENCE

MPS SALES METHODOLGY

COMPETITIVE POSITIONING

VALUE PROPROSITIONIDC ANALYSIS

MPS STRATEGYOPTIMIZATIONPRINT POLICY

RESOURCE ENGAGEMENT

IMPORTANCE OF SOCIAL

MEDIA

Major Account Training Continuum Components

Questions