Dale Payne FY17 Business Plan

Territory

(UK, Benelux & SSA)

Membership Organization / DME TBH / 1 ETLA's / 2 Sign Clients

Professional Services / DME TBH / 17 ETLA's / 30 Sign Clients

Architecture / J.Ruby / 4 ETLA's / 0 Sign Clients

Legal /J.Ruby / 6 ETLA's / 1 Sign Clients

Telecommunications / R.Cullen / 3 ETLA's / 13 Sign Clients

Transportation / DME TBH / 6 ETLA's / 6 Sign Clients

Closed YTD & Pipeline

FY17 Target - 1M ACV

Closed - 70K ACV

Remaining Target - 930K

Pipeline for FY17 in SFDC - 1.67M

ETLA's "43" Pipeline (Not in SFDC yet) - 860K

Overall Coverage - 2.8 X

Top 10 Accounts

Everyone of these accounts could deliver 50% of my number....
  1. British Telecom (Q3 Deal)
  2. TFL (ETLA Renewal Q4)
  3. Exchange House Services (ETLA)
  4. DHL (Sign Customer)
  5. Talk Talk (Sign Customer)
  6. Shell (ETLA Customer)
  7. Canon (Sign Customer)
  8. Schroders (Sign Customer)
  9. Mazars (Sign Customer)
  10. Interpublic Group of Companies (ETLA Renewal)

Partners & SI's

BUILD A RELATIONSHIP!!! - - - Partner at Rep level - - - Identify Key Accounts that we mutually cover - - - Set up once per month meeting / call - - - What can Adobe do for them? - - - Enable them to refer sign - - - Meetings WC 6th Feb

Salesforce Rep - Daniel Kolodynski (Service Cloud - All Territories)

Salesforce Rep - Jon Bennett (BT Account Manager)

Salesforce Rep - Rene Dompeling & Ross McCabe (DHL & Logistics Managers)

Salesforce Rep - Scott Bolton (Talk Talk & Telecoms Account Managers)

Salesforce Rep - Ray Khan (BAE & Travel Account Manager)

Salesforce Rep - Ben Metcalfe (Regus & Pro Services Account Manager)

Workday Rep - Nigel Trapp (Regional Sales Director)

Workday Rep - Mike Snape (Alliances)

Apttus Rep - Adam Hill (DACH - All Sectors)

Apttus Rep - Tony Spillane (DACH & Nordics - All Sectors)

Unknown right now - Dale looking in to this

Zylpha Contact - Tim Long (CEO)

AEM & Marketing Cloud Reps

Peter Wisbey (Marketing Cloud) - Working together on BT AEM Deal

Oliver Foxley (Marketing Cloud) - Working together on Logistics

Andy Hindley (AEM Specialist) - Meeting Booked

Mark Atkinson - (AEM Specialist) - Meeting Booked

Mark Pooley (Marketing Cloud Manager) - Waiting for response

What Do I Need?

Ensure territory is correct in SFDC (Both instances)

Executive sponsorship on top deals

Bi-Weekly, in depth deal reviews

More partner engagement & enablement (How do we measure this?)

Leads - How can we increase number of MQL's (Big effect Q3 & 4)

Created By
Dale Payne
Appreciate

Credits:

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