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Sylvester and Shrijit's V2MOM Draft (Method (Prioritize Maturity of…
Sylvester and Shrijit's V2MOM Draft
Vision
Highly visible Digital Transformation solutions led Digital Services Company Brand
Assist in attaining Revenue Goal of 75M , 40% y-o-y growth, 45% direct margin
Values
Client Success
Multiple Service Service Line opportunity
Thought Leadership
Align with client Business
We Care
Personal Development
Role Clarity
Structured Learning and development
Work Hard Play Hard
Entrepreneurial
Empowerment
Excellence
Delivery Excellence
Fulfillment process excellence
Value driven customer engagement
Method
Deliver 2019 revenue growth of 40%
Revenue of 75 M organically
Strengthen Portfolio
Assist in creating CSMM at Move, Lineage, MSFT, Sempra
Developing 6 full service clients
Onsite support for Program and change management where required
Developing 2 out of the following emerging accounts into growth accounts (SAP, Vmware, Doordash, Beachbody , Turvo
Assist in Improving Win ratio : 50% Existing Clients,
40% NN
Deliver Net new Client revenue - 4 M, 4 new logos
2 Media, 2 Large Hitech, 2 SFDC
Catalyze Vertical ABM, Participate in relevant Events
Deliver DM of 45%
Assist in optimizing pricing and ensure correct inputs
Prioritize Maturity of Growth and Strategic Accounts (72% of revenue) through CSMM
Ensure Executive Sponsorship in strategic and growth accounts and 50% emerging Accounts
Ensure periodic MBR and QBR with Client Sponsor & executive
Account, Planning Account Governance, Knowledge Management, Innovation, Deal review Efficiency, Complex deal Structuring
Work with Solutions and Delivery teams to ensure CSMM adoption in Strategic and Growth Accounts
Alliance Channel Elevation
Develop Alliance Plan for each strategic and growth account and each sales person
Obstacles
Lead generation - Inside Sales effectivenes
Work with external partners on Lead generation
Team ot equiped with skills to perform strategic intent
Self Learning on Product led Thinking
Events Not Effective in Lead Generation
Work with all stakeholders to improve effectiveness of events for lead/ opportunity generation
Assist in creating more events that are Brillio branded
Measurement
Organic revenue - 75M
Keep a track of Quarterly revenue Achievement with Revenue breakdown for 4 strategic and 6 Growth accounts and correspoding ABMs and Other Campaigns
Revenue Mix
Track revenue mix across 4 strategic and 6 target growth acconts
Customer Advocacy
Track NPS in 4 Strategic Accounts and suggest inputs in QBRs
Alliance Management
Track Revenue across 4 Alliance partners for 4 strategic and 6 growth Accounts
Account Based Marketing Effectiveness
Number of New Leads
Number of Opportunities