Go-to-market strategy not aligned to growth strategy
Solutions:
Implement a framework of defined market segments and customer targets
Focused content strategy
Embed and cascade growth roadmap and plan into the selling and marketing budget, plan and metrics
Align the right sales resource to the right segments and targets
Next Steps:
●Build, update, refine your market segmentation strategy, Product and Service Portfolio Strategy
●Implement an integrated growth strategy and plan that specifies prioritized segments, target companies and buyers within those segments, the key messaging and value propositions for each, and the assignments for each selling resource
●Create pricing strategies for products and services that align with growth strategy
●Train and enable selling resources to lead with Ideas
Bloated pipeline: every deal is an opportunity to be pursued
Quoting process is manual, siloed, or reliant on spreadsheets
Unpredictable sales cycles
Leads falling through the cracks
Pipeline leakage
Renewal management is manual, nonexistent, or always late
Difficulty in adopting and managing flexible pricing strategies to improve margins and increase customer retention
Solutions:
Establish Dynamics 365 Sales as your pipeline “source of truth”
Optimize lead management utilizing Dynamics 365 Sales standard features
Implement explicit lead qualification criteria
Automate your quoting process with Experlogix CPQ
Leverage Work 365 to manage the entire renewal and recurring revenue lifecycle from sales through billing
Establish sales and marketing KPIs that drive proactive decisions and engagement
Next Steps:
●Clean up your pipeline - get rid of the fiction, fluff, and the spreadsheets
●Establish clear, consistent, and measurable lead qualification criteria
●Align your sales process from the perspective of the customer’s buying journey by type of opportunity (i.e. stop treating every deal the same)
●Enable your selling resources through proper pipeline management
●Streamline your sales process by leveraging Dynamics 365 Sales and automation, removing non-value-add “stuff” that provides an optimal customer buying experience
●Standardize contract structures and guidelines across your product and service lines to accelerate the quoting process
Strategic Account Management for Revenue Expansion
Challenges:
The onboarding and implementation teams are often surprised by what was sold
Customers often demonstrate “buyer’s remorse”
Too many or too few people are interacting with your customer accounts
Struggle to expand customer revenue - lack of insight equates to lack of expansion
Resources are allocated to the biggest accounts vs. the “best” accounts for revenue growth
Customers have to call for everything - no ability to self service
Solutions:
Within Dynamics 365 Sales, establish a 360-degree view of all customer data: opportunities, quotes, orders, contracts, subscriptions, invoices, services and support
Every interaction is an opportunity to expand revenue
Use AI to measure customer satisfaction early and often, automatically feeding negative sentiment to account managers
Implement account plans that are action oriented and outcome driven
Implement a culture of everyone sells and has a role in revenue growth
Align your account ranking to focus on future growth and alignment to growth strategy
Implement data-driven insights that drive account plan outcomes
Allow customers to self-service for common needs and requests
Next Steps:
●Formalize a repeatable onboarding and adoption playbook
●Implement an activity-based customer relationship model to enable Account Management Executives to hold their team responsible and enable account managers to meet the needs of the business
●Implement and hold account leaders/managers to target outcomes according to action-oriented account plans
●Train and enable account leaders/managers and account teams on the required expectations, goals and outcomes for their accounts
●Segment accounts based on current and future value vs. size
●Update compensation plans and corresponding job/role expectations
●Enhance your customer portal to provide simple and seamless self-service for subscriptions and renewals
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Growth strategy is unclear, undefined, or not aligned.
Be specific when defining and communicating “Where We Play/Win” in current and target markets, and with/for executive decision makers