Better Planning = Increased Sales

CSO insights study of key account planning

improve key account selection

also recognized their key account plans need improvement

understood they lost

51%52%60%

A Sales Performance Optimization (SPO) study by CSO compared how well

sales organizations handled strategic account planning and the impact to

their overall sales performance.

Providing thought-

provoking quality

content, insight and

knowledge

Excellent Strategic Account Planning Organizations outsell others

Sales Performance as related to

Strategic Account Planning

Strategic Account Planning:

Needs Improvement

Strategic Account Planning:

Meets Expectations

Strategic Account Planning: Exceeds

Expectations

% of Reps making quota 51% 58% 76%Win rate of forecast deals 44% 49% 53%Development of strategic plans 53.9% 36.8% 5.3%

SECtO

R

COM

PAN

Y

RELAtIONSHIPS

News

Key Facts

Hot topics

Providing Insight

trends

thought Leadership

Internal Data

External Profiles

tAXI Report

Opportunity Report

CRM

CXO link Relationship

Opportunity Identification

Evalueserve empower you with a 360° account view News> Key Facts > Hot Topics >

Providing Insight > Trends > Thought Leadership

- Internal Data> External Pro�les > TAXI Report> Opportunity Report

CRM> CXO link > Relationship > Opportunity Identi�cation

- Internal Data> External Pro�les > TAXI Report> Opportunity Report

- Internal Data> External Pro�les > TAXI Report> Opportunity Report

News> Key Facts > Hot Topics > Providing Insight > Trends > Thought Leadership

News> Key Facts > Hot Topics > Providing Insight > Trends > Thought Leadership News> Key Facts > Hot Topics >

Providing Insight > Trends > Thought Leadership

News> Key Facts > Hot Topics > Providing Insight > Trends > Thought Leadership

CRM> CXO link > Relationship > Opportunity Identi�cation CRM> CXO link > Relationship >

Opportunity Identi�cation

- Internal Data> External Pro�les > TAXI Report> Opportunity Report

CRM> CXO link > Relationship > Opportunity Identi�cation

Converting knowledge into profitable business?Strategic account planning is critical to winning more business, yet are you spending time to understand key accounts? Is research consuming too much precious sales and billing time? Are you leaving opportunities for the competition? Evalueserve offers a range of key account planning services providing critical industry, company, and people-related insights to drive your sales.

Informing vision; inspiring actionEvalueserve specializes in combining expert knowledge with best practice, processes and leading-edge technology to give you a competitive edge. We analyze, improve and execute information-laden work streams helping you to explore and exploit information, improve your productivity, increase your effectiveness and deliver a more powerful ROI.

Global Reach• 2,700 professionals

• 45m hours research annually

• 5 continents

• 25 Languages

• 40 Nationalities

• Emerging Market Presence

take Action Now Improve your key account planning and increase your opportunities

<< You know my company better than I do >>A client of an international law firm

<< One magic Circle Law Firm increased production output by over 40% without raising the budget >>

<< A Big 4 Firm achieved 60% productivity savings across a number of sub-processes in KAP >>

Nothing frustrates a client or prospect more than a lack of understanding about their industry or company.

Compelling information; more lucrative opportunities

Sector focus – identifying the latest news facts and key information in your target sectors to establish you as a thought leader using SNAP, our web-based newsletter application, which automates a large part of newsletter generation.

Account mapping – providing vital information including company profiles, taxi reports (you read in a cab) and complete opportunity plans to help to grow your accounts.

Relationships – our researchers provide stewardship services, combined with CXO Linx and your CRM that deliver timely information on key executives in your network.

1 2 3 4 65 7Reduce

impact on time

Maximise your

resources

Segment your

customers

Work smarter

and faster

Build better client

relationships

Identify and engage

C-level influencers

Increase your win

rates

More profitable planning

• Reduce impact on time • Maximise your resources • Segment your customers• Work smarter and faster• Identify and engage C-level influencers• Build better client relationships• Increase your win rates

• Reduce impact on time • Maximise your resources • Segment your customers• Work smarter and faster• Identify and engage C-level influencers• Build better client relationships• Increase your win rates

• Reduce impact on time • Maximise your resources • Segment your customers• Work smarter and faster• Identify and engage C-level influencers• Build better client relationships• Increase your win rates

• Reduce impact on time • Maximise your resources • Segment your customers• Work smarter and faster• Identify and engage C-level influencers• Build better client relationships• Increase your win rates

• Reduce impact on time • Maximise your resources • Segment your customers• Work smarter and faster• Identify and engage C-level influencers• Build better client relationships• Increase your win rates

• Reduce impact on time • Maximise your resources • Segment your customers• Work smarter and faster• Identify and engage C-level influencers• Build better client relationships• Increase your win rates

Key account planning visibility Evalueserve provides powerful insight and in-depth information to drive your discussions and identify more opportunities.