- Review what we have done good in Y16
- Review what we, and in particularly, I could do better
- Product, changes forY17
- Create a go to market plan for Y17
- Execution goals and measurements
2016
We have closed 3 deals A&M IKEA and Sweco. If we look at the quality of the deals they are good. But the volume is low.
So the bad news is they are not enough but the good news is Nordics has been great if we consider the potential and we compare it with the rest of EMEA countries.
Data
Reasons we have failed in adding Stock to Renewals and new clients
We haven’t been able to show the value of the product. The deals signed in 2016 have been all sort of Black Box.
We didn't have a clear Go to Market Startegy
WE HAVEN’T BEEN ABLE TO SHOW THE VALUE OF THE PRODUCT. THE DEALS SIGNED IN 2016 HAVE BEEN ALL SORT OF BLACK BOX.
I haven’t met enough clients
I haven’t been able to actively follow clients while the negotiations were progressing
3AMs don’t quiet often speak with the right people
Demo are not targeted for Stock
WE DIDN'T HAVE A CLEAR GO TO MARKET STARTEGY
We have targeted only renewals and new clients
Sales Cycle hasn’t been defined well and it’s too long
Contracts anniversaries and mid-cycle contracts could limit ACV and TCV and make contracts less interest for AMs
What we have done well in 2017
AMs have been successfully in adding Stock to some big clients
Black Box approach has been somehow successful
We have anyway talk of Stock to the most of the clients
We have grown the knowledge of Stock inside the team
There’s a great communication and collaboration between Stock Organisation and the Team.
Named account Y17
First call with AMs and the existing contacts to talk of Stock. Brief intro to Stock
Set a meetings with targeted contacts
Meeting with contacts and presentation/dedicated demo
Collect requirements
Quota sent to AMs for the Black Box
Review of the activity status on Weekly Nordics Team
Opportunities uploaded on SFDC since early stage by AM
Alternatively I can negotiate economics if AMs require that
Named Account Y16
ADM first contact
First call with SS, Johanna and AM if possible
Brief presentation and identify proper contacts
Meeting with targeted contacts and presentation/dedicated demo.
Collect requirements
Send quota to Client
Meeting: discuss quota and economics, AM and Client
Review of the activity status on Weekly Nordics Team
Opportunities uploaded on SFDC since early stage by SS.
Targeted contacts
Creative Team Leader
Marketing Director
Digital Change Manager
Next Step
Validate and add changes
Create a list of Clients Y16 and Y17
create Early stage opps on SFDC for Q1&Q2
Present to the Team before the end of December, during a Nordics Monday Meeting
Execute !
Credits:
Adobe Stock