Dale Payne - Q2 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 & Q2 Pipeline

Q1 Attainment - 102%

Target for Q2 (160K M1 - 170K M2)

Pipeline for Q2 = (632K ASV)

FC for Q2 (132K) Upside (500K)

ETLA's in Q2 - Clifford Chance, Refus Leonard & Schroders

Overall Coverage ASV - 3.9 X

Goal - 55% for Total year by end of H1 - Hit Quote by Q3 - "Smash it in Q4"

Top Prospects for Q2

50% of my number deals....
  1. DHL (Sign Customer)
  2. Talk Talk (Sign Customer)
  3. Schroders (Sign Customer)
  4. Clifford Chance (3000 Acrobat ETLA)
  5. RWE Npower (Sign Customer)

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) - Met

Mark Atkinson - (AEM Specialist) - Met

Mark Pooley (Marketing Cloud Manager) - Met

Maximise my Time & Focus

Know your clients, have a plan & focus....
Created By
Dale Payne
Appreciate

Credits:

Created with images by FirmBee - "apple imac ipad"

Made with Adobe Slate

Make your words and images move.

Get Slate

Report Abuse

If you feel that this video content violates the Adobe Terms of Use, you may report this content by filling out this quick form.

To report a Copyright Violation, please follow Section 17 in the Terms of Use.