| T.R | Title | User | Personal
Name | Date | Lines |
|---|
| 14.1 | Account Plans | HAMSTR::MURPHY | Sue Murphy MKO2-2/D14 dtn:264-0723 | Wed May 22 1991 11:23 | 7 |
| Account plans are never final, but are living documents that should be
updated as the conditions within the account change. Account plans and
the data in the APM model are input to the Account Budget System(ABS).
Budgets are finalized in June and are then tied out to account team
goalsheets in late June. Peter Robohm, U.S. Sales Hdqtrs, has developed
a form and a formal process for letting Level 1 and Level 2 Sales
Managers know that their budget plans have been approved.
|
| 14.2 | Electronic Account Plans? | AUNTB::LANDERS | W. Mark | Thu May 23 1991 16:00 | 13 |
| Has anyone ever given any thought to creating an electronic format for
creating and updating Account Plans? It seems like it would be much
easier for the entire chain of command to get accurate information on
the state of the business if it were in electronic format. An
electronic medium would also lend itself to business modeling, which is
something that Account Manages are going to have to learn to do in
order to make the correct investment decisions.
There's a little company based in Massachusettes that specializes in
these sorts of things, but it must not work too well if they don't use
it themselves...
Mark
|
| 14.3 | Using our tools, too | LURE::CERLING | Does it matter for eternity? | Fri May 24 1991 10:27 | 11 |
|
DECdecision and DECwrite would be the perfect tools for such work.
A template for the numbers could be created within DECdecision, graphs
and charts could be generated with its DECchart component, and it can
all be live-linked with DECwrite. A doc_style file specific to
account plans would make all account plans follow the same format so
managers could readily review account plans from various account
managers without having to search through the entire document for each
account.
tgc
|
| 14.4 | | CSOA1::BREZLER | | Mon May 27 1991 22:23 | 5 |
| Not only are the software tools available but the hardware tools, such
as workstations are also available from the same company. Wouldn't it
be great if we could use the tools we sell like our competitors do?
We'd probably find new ways to use them which we could then pass on to
our clients and, who knows, maybe create new markets for our products.
|
| 14.5 | Account Planning | HAMSTR::MURPHY | Sue Murphy MKO2-2/D14 dtn:264-0723 | Tue May 28 1991 12:13 | 16 |
| Great ideas. Digital"s U.S. Team is in the process of doing just what
you suggest. You may have heard of a program called "ONE PLAN", headed
by Dick Clinton, U.S. Team. It is ONE PLAN that is addressing these
issues.
ONE PLAN is one the U.S. TOP 10 Initiatives with alot of energy
and enthusiasm behind it. ONE PLAN is a planning process to be fully
automated, simplified, and integrated with our customer's business
plans as well as internal Digital Business Units.
The people who have sucessfully brought the Account Manager's
Workbench and the Account Planning Model(APM), a modeling tool, to the
field are in the midst of integrating ONE PLAN with these tools. If you
have additional suggestions for implementation please forward them on.
We will ensure the people responsible including Ginny Covino and Dick
Dyer see them.
Thanks again, please keep those ideas coming.
|
| 14.6 | Reality Check.. | ODIXIE::SILVERS | Sales Support Ninja... | Fri May 31 1991 09:36 | 7 |
| While alot of us techies in sales support have workstations (at least
in my state), NONE of the salesreps or sales managers have one, and I
would suspect that they would be 'scared' of it. If we are REALLY
going to start using tools like DECwrite, DECdecision, etc as more
than 'presentation organizers' we'll have to get workstations on EVERY
desk in the field - any plans for such 'good sense' (use what we sell
to do our business, as we recommend that customers do????).
|
| 14.7 | | RIPPLE::KOTTERRI | Welcome back Kotter | Fri May 31 1991 10:43 | 16 |
| Re: Note 14.6 by ODIXIE::SILVERS
> While alot of us techies in sales support have workstations (at least
> in my state), NONE of the salesreps or sales managers have one
I am a sales rep and many times I have asked for a workstation, so that
I can be a user of this technology. Management first looks at me like I
have a hole in my head for even thinking such a thing, and then they
say it is not in the budget.
Even if some sales reps are afraid of it at first, I think it is
becoming increasingly important to have sales reps that understand the
product from the point of view of the user...
...AND IT SHOULD EVENTUALLY HELP TO BOOST OUR PRODUCTIVITY, which is
what we tell our customers it will do for them.
|
| 14.8 | ECHO, ECHo, ECho, Echo, echo... | LURE::CERLING | Does it matter for eternity? | Fri May 31 1991 18:34 | 15 |
|
I will echo .7. Yes, nearly all the software support people have
workstations. In our office, we have made an effort to make `public'
workstations available to anyone that desires to use one. We have
some sales people that use them so much we have placed them on their
desks. Most reps are willing to give it a try after they see what we
can do with them.
Granted, there are some reps that will never use them. I still support
some reps that write things up long-hand and hand them to a secretary
to type. They do not even like to use WPS/Plus. However, more and
more are coming over all the time. When they learn to use DECwrite,
they love it.
tgc
|
| 14.9 | Let's remember what the subject of this topic is please - thanks | FDCV07::CHERNACK | Nu challnges require nu approachs | Thu Jun 06 1991 15:37 | 13 |
| Good discussion, BUT..... please keep in mind that the title of this
topic is "Account Planning Model deadlines?".
The last few replies seem to be on environmental and levels of
technology knowledge, equipment and usage in the Field. Very important
subject! I'll open a topic on this subject.
\\ken (the moderator)
p.s. See note 20.0!
|
| 14.10 | | WBENCH::BEAUVAIS | | Wed Jul 08 1992 17:47 | 0
|