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New KAM Portal and ADP Program Gail Baker, Kate Kuehn Russ Loignon

New KAM Portal and ADP Program Gail Baker, Kate Kuehn Russ Loignon. Agenda. KAM Portal & ADP Overview Benefits What does a good ADP Look like Video Live look at the new KAM Portal What it means to a customer BD50 Launch Overview of breakout exercise.

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New KAM Portal and ADP Program Gail Baker, Kate Kuehn Russ Loignon

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  1. New KAM Portal and ADP ProgramGail Baker,Kate KuehnRuss Loignon

  2. Agenda • KAM Portal & ADP Overview • Benefits • What does a good ADP Look like • Video • Live look at the new KAM Portal • What it means to a customer • BD50 Launch • Overview of breakout exercise

  3. Introduction – KAM (Key Account Marketing) • KAM brings together customer insight and account planning in an online portal • KAM is about enabling sales and marketing to work together to progress opportunities through the sales cycle. It does this by bringing detailed customer insight to account teams, enabling you to have the best information available alongside account development plans (ADPs). • We’ve launched the programme today with a whole new look and feel covering around 1,200 accounts across GS. To make sure we provide the best service to our users, we’ve taken time to focus on what we do best, with simplification at the heart of what we’ve tried to achieve.   • www.btkam.com

  4. Critical Customer Strategy • Informed account teams for global collaboration of our customer • Corporate knowledge is retained as insight, ADP, action plans – All data stored centrally • ADP pre-populates from social networks & news feeds no rekeying of detail • Quick & easy to add new people to the insight • News & social media updates saves hours of sales time • Access to analyst for ad hoc enquiries / marketing for ABM • Single sales manager customers line of business view • Best-in-class program

  5. What does a good ADP look like? • Includes customer’s corporate objectives – mapped to BT objectives & values • Understand customer’s Board of Directors & Senior Executives - across all regions • Is BT represented on the board? • Is BT senior leadership engaged in the account? • Map BT & customer via their org charts – Understand areas of responsibility • Demonstrate existing relationships and current engagements • Outline strategy for annual growth & target obtainment • Who owns supply chain? • Identifying global connections • Solid BT Portfolio representation • Make sure all products & services are looked at across the whole account • Know your partners and competition – Threats & Weaknesses • Detailed account profile • Clear detail of opportunities • Identification of any challenges

  6. Video – KAM Next Generation Customer Insight KAM Portal Video

  7. Live look at portal… Kate Kuehn How & Why it is important www.btkam.com

  8. What it means for my customer – Russ Loignon How & Why it is important www.btkam.com

  9. ADP Incentive Launched May 1st Our Focused Accounts

  10. Award Criteria

  11. Prizes Awarded September 2014 Additional Incentive… Every region will do a BD50-like program and the top three winners will compete against their peers from the other 3 regions in a global competition. More to come on this… Remember: It’s all about Execution & Results!

  12. ADP – Breakout Exercise INSTRUCTIONS • Sales Owners will lead ADP exercise • Work using the manual template you brought to fill in the information • Online entry can be completed as homework after the session • Sales Owners will be responsible for the presentation

  13. ADP EXCERISE – ACCOUNT TEAMS

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