NAME OF YOUR TERRITORY

QUARTERLY BUSINESS REVIEW

Q3 FY16

Your Name

Your Title

AGENDA

Review of Q2

Approach for Q3

Recommendations

1

2

3

REVIEW OF Q2We made great progress in the territory, and branded the company well.

Wins – Finished 102% of quota

• Notable net new opps include ACME Co ($250k ACV), & ABC Inc ($475k ACV)

• ~70% of completed meetings were with decision makers

• Finished #2 on the SDR team

Losses• 3 of my Top 25 accounts chose competitors (Debco, Suite223, & Lerida)

• Lost 10% of my territory at start of Q4 (new personnel, scaling of team)

Findings• 2 potential channel partners could be a good fit (Banyan Consulting & the Crespi Firm)

• Hosting business lunches in the territory helps convert prospects to opps

APPROACH FOR Q3The SDR/AE relationship is tight, and we feel confident about the quarter.

Key Logos• Top 25 prospective accounts are identified (based on ideal customer profile)

• Meetings already scheduled with 20% of Top 25

Competitive Landscape• 35% of our key target accounts are using competitive products (90% up for renewal!)

• New product release expected this quarter (2nd half)

• Account Executive is a former employee of ours

Sales Intelligence• Now using SalesLoft, InsideView, & LinkedIn to identify triggers

APPROACH FOR Q3 (cont’d)Action Plan / OutreachDemand Gen efforts

• 2 webinars scheduled (Month 1, Month 3)

• 2 local events scheduled (lunch in Month 1, dinner in Month 2)

• 4 new case studies, 1 new whitepaper now available for download from our site

Low-hanging fruit

• Contacting all dormant leads (last activity >60 days) – currently 294 leads

• Email/call campaign against Closed Canceled opps – currently 5 opps

• Crafting intro emails for senior execs to forward to key connections

• Attending major tradeshow in Month 2; meeting 4 key contacts at the event

Bolstering my brand

• Revamping my LinkedIn & Twitter profiles

• Attending Sales Hacker Conference (Month 1), AA-ISP chapter event (Month 3)

Daily/Weekly Cadence

• Continuing pace of 40 connects (phone) per week; 12 touches per account

RECOMMENDATIONSRemove these obstacles, and we’ll crush it this quarter.

Marketing• Ask an industry influencer to host our next webinar

• Produce case studies that highlight these 2 features (feature 1, feature 2)

Product• Excited about the upcoming release; will meet 2x per month to share notes from calls

• Prospects continue to ask about our mobile platform

Senior Leaders• Help is needed with brokering introductions to the C-level in Top 10 accounts

• Our CRO is in my territory in Month 2; coordinate a lunch with the Crespi Firm?