Account Planning With Partners: Structure, Strategy and Shared Execution

Planning for the success of global/named/large accounts requires a strategic approach that must be a structured process for your direct sales resources as well as your channel resources. Unfortunately, many b-to-b sales organisations create a static and siloed account plan. By way of force and inertia, sales leaders are able to pull that information from direct selling reps; however, this leaves a huge gap with alignment to channel partners. Typically, strategic account planning with partners has been ad hoc and labor intensive, which limits sales leaders from effectively engaging more partners across accounts and repeating the process.