Summit APAC Sessions T1 Strategic Account Planning How to Win Together

Strategic Account Planning: How to Win Together

Tuesday 15 October 2019 | 15:20 - 15:55

Speaker(s):  Nicky Briggs

Syndicate(s): Track 1

Focus: Operationalize

Priorities: ABM Planning and Execution

More and more b-to-b organisations are creating strategic account programs that align sales and marketing around high-value accounts. Too often, however, the planning process required to deliver truly relevant and valuable content and activities to contacts within these strategic accounts is short-changed. This session will outline the requirements for aligned, effective strategic account planning.

This presentation will provide the following benefits for sales and marketing:

● Outlining a comprehensive step-by-step approach to strategic account planning

● Defining what's different about strategic accounts that requires a deeper level of collaborative planning across functions

● Identifying specific roles and responsibilities of the strategic account planning process including inputs, outputs, and potential pitfalls