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Territory PRP Quota: $650k NACV in FY22 Goal:$1M NACV in FY22 $1M QP…
Territory PRP
Quota: $650k NACV in FY22
Goal:$1M NACV in FY22
$1M QP each Q across 20 VOs
20 NBMs per Q
Atlas Growth & Support Upsell
$400k NACV
NBMs: 10 (assuming 8 successful)
QP: $800k
8 QP deals
Target 3 Atlas Pro+ accts to grow
Build co-owned engagement doc with CS, establish engagement schedule and role responsibilities
Meet with existing MongoDB owners & contacts / build, solidify champions
Identify all key contacts within the tech team, devs, architects, operations, etc. (LinkedIn + Atlas)
Identify key acct initiatives and development projects in 2021 (online research)
Build email messaging around PS / TRAINING / UNIVERSITY specifically
Propose and explore joint marketing / blogs
Build a post-mortem MEDDPICC for each prior deal sold.
Build an internal proof point. Did we accomplish the metrics? Decision criteria from MEDDPICC. Use the M and I in meddpicc...get it uploaded in Highspot as well (internal) for team to utilise if needed
Construct microsite specific for account
MRR
Identify Atlas Org Owners
Learn and study all differences / benefits in upgrading to Pro+
Check existing Atlas metrics
Any performance red flags?
Atlas Migrate
$200k NACV
NBMs: 6 (assuming 4 successful)
QP: $400k
4 QP deals
Identify EA accts
Identify Community accts
Identify key organization owners
Find and learn self-managed to Atlas proof points (at least 2)
Identify 2 good accts for SDR to help with
Professional Services with Health Checks, anyone running EA 100% : get PS in there ASAP, companies that are really growing that could be building 20-50 apps/microservices in the next year, doesn't matter if they are a customer now, but are BUILDING in MDB today and inclined to want help : :