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 SCORING MATRIX
GROWTH For each factor – score between 1(low) and 10 (high)

Score clients based on their commercial appeal and opportunities to expand revenue and improve margin. Weight % Customer A Customer B Customer C Customer D Customer E Customer F

REVENUE POTENTIAL: How much do your clients spend? Look for those with consistent growth over the past three years. Are
15% 8 4 8 4 8 4
they spending elsewhere? Do you believe you can control the future share of wallet?

COST TO SERVE: Which clients you can help more efficiently and cheaply now or in the future. 35% 3 6 3 6 3 6

DEMAND STABILITY: Revenue doesn't tell the whole story. Consider how your clients use your solutions and look for those with
20% 2 8 2 8 2 8
consistent adoption.

ACCESS TO NEW MARKETS: Are they expanding through acquisition? Or have a strong international presence? Or diversified
30% 1 3 1 3 1 3
across multiple verticals? Can they help you access new markets?

WEIGHTED AVERAGE 100% 2.95 5.2 2.95 5.2 2.95 5.2

HARMONY For each factor – score between 1(low) and 10 (high)

Score clients based on how well they fit your solution, your culture and your business strategy. Weight % Customer A Customer B Customer C Customer D Customer E Customer F

PRODUCT AND SERVICES REQUIREMENTS: Is your solution a good fit and does it meet your clients' needs compared to other
15% 8 4 8 4 8 4
suppliers? Are customer satisfaction scores high?

CULTURE OF INNOVATION: How innovative is your customer? They can enhance your solutions by partnering with you on
85% 3 6 3 6 3 6
product development. Or they may be early adopters, beta testers & eager to participate in user studies.

WEIGHTED AVERAGE 100% 2.95 5.2 2.95 5.2 2.95 5.2

 ABC ANALYSIS

REVENUE
QUANTITY VALUE

71% C 21%

21% B 35%

45% A 77%

100% 90% 80% 70% 60% 50% 40% 30% 20% 10% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
 ACCOUNT PRIORITIZATION: PROFIT MATRIX
PRODUCT CATEGORY

1 2 3 4

Highest Profit Profitable Marginally Profitable Loss

Highest
A Profit
Perfection / Never Miss Regular / Priority Schedule Reserve Capacity / Inventory Tough it Out / Outsource
CUSTOMER CATEGORY

B Profitable As Promised Regular Schedule Schedule Capacity / Inventory Redirect / Outsource

Marginally Only if Capacity or Inventory are

C If available / If Scheduled If Available
Available
Only if Transaction Is Profitable
Profitable

Only if Inventory Is Available/ Cull

D Loss Respond to Transaction If No Conflict
Candidate
Drop
 ACCOUNT RANKING

TOP ACCOUNTS LAST YEAR TOP ACCOUNTS THIS YEAR

NAME TURNOVER NAME TURNOVER

Customer 1 XXX.xx Customer 1 XXX.xx

Customer 2 XXX.xx Customer 2 XXX.xx

Customer 3 XXX.xx Customer 3 XXX.xx

Customer 4 XXX.xx Customer 4 XXX.xx

Customer 5 XXX.xx Customer 5 XXX.xx

 CLIENT DECISION-MAKING PROCESS

Jane Spiegel
Growth Director

Timothy Smith Garret Perez Grace Wang Tamara Greene Priya Mehta
1 3
R&D VP Purchasing Marketing Customer Services Sales

Beatrice Lee Richard James Mike Lynn

0 1
Lead Manager Sales Lead

Damon Jones Paul Durst Katie Johnson Blake Smith Justin Chang James Bayer
0
Manager Sr. Associate Sr. Associate Principal Project Manager Sr. Associate

Carl Jansen Brooke Jones

0
Manager Associate

Quality of Relationships Positive Neutral Poor Unknown Non-Hierarchical Influence

Decision Power 1 Low 2 Medium 3 High 0 Key point of contact

 KAM CHARTER

TEAM OBJECTIVES SUCCESS METRICS

• Increase SOW (Share of Wallet) • Total Revenue • Geography Revenue

• Introduction other services • Total GP • Total SOW

CORE COMPOSITION

ROLE NAME MANAGER BUSINESS UNIT CONTACT

Team Leader John Smith Alina Valdez A +01-234-56789

Executive Sponsor Mary Davidson Gareth Jones B +01-234-56789

Implementation Mgr. Jose Santana Timothy Johnson C +01-234-56789

ENGAGEMENT RULES

• Ongoing Interactions: Use Business care/executive briefing to communicate with team members

• Opportunity Identification: All new opportunities should be updated in direct sales within 24 hours

• At risk: Immediately communicates team leader

 ACCOUNT MANAGEMENT
Thomas Lee
Regional Account Manager
[email protected]
REGIONAL TEAM
831-438-4060-166

WA
NH
MT ND VT ME

OR
Samantha Greene MN
ID
Regional Account Manager WI MA
SD
[email protected] NY
WY RI
831-438-4060-166 MI
CT
IA
NV NE PA
NJ
UT IL IN OH
CO DE
WV
Richard Jones CA KS MO
KY
VA
MD
National Sales Manager
[email protected]
NC
831-438-4060x166 AZ OK TN
NM AR
SC

MS AL GA

LA
TX
Caroline Smith
Regional Account Manager
AK
[email protected]
831-438-4060x166 FL
HI
 ACCOUNT RETENTION

NET RETENTION (With 6-Month Rage)

CANCEL CONTRACTION EXPANSION

$5.4k $1.6K $8.2k

Last Month: $5.7k Last Month: $4.5k Last Month: $4.6k

NET RETENTION 100.98%

NET MRR: $14,264 Last Month: $98.10% NET RETENTION: $1,278

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