Please enable JavaScript.
Coggle requires JavaScript to display documents.
Business Through Relationships - Rought an Detailed [May and June 2022] -…
Business Through Relationships - Rought an Detailed [May and June 2022]
Approach
Assess Current State
Do a health check
Integrations with CRM
In progress with new CRM
We may have 2-way integration between CRM touchpoint and KYP
Field mapping between MIS/ExcelShore and new CRM is almost final
Process followed to keep data clean and up to date (Manual and automated)
Manual and labour intensive continuous process
Health of data - How many POCs are assigned, unassigned, how old are they, duplicates, junk data
Suchitra tracking this. Out of almost 8000-9000. 70% are unassigned
Where is Arun involved
How many referral opportunities came from non-KYP, how many came from KYP not tracked, how many came from KYP tracked
Suchitra working on this report
Do we need all the fields we see on KYP system on MIS?
Benchmark KYP activities performed
Same as above
Benchmark adoption
Hard to pinpoint, one way could be to measure the scores for last 3-4 years
Do a survey with Kiran, Greg, Nandan, Shamshu
Seek ways of improving adoption
Define Ideal State
How
How are POCs assigned to ORMs
KYP POC assignment to ORMs is not based on any calculations neither does it impact the ORM load
Usually 30-35 Cybage assigned POCs are assigned to ORMs
If ORM Load is less, more POCs are assigned, but there is no science behind that
How are accounts assigned to ORMs and how is ORM Load calculated
It is annual exercise where a sheet is maintained manually to calculate Travel Load for each active account at Cybage
Travel Load of the account is calculated based on the Strategic Value, Resource Count, Distance etc.
Aim is to assign such ORMs so that the Travel Load is distance parameter doesn't allow the Travel Load of the account to increase
ORM Load is the some of travel load of all accounts where the person is the ORM. For usual ORMs in USA - it is 1100-1200; for regional heads it is intentionally low at 800~
There is subjectivity here in decision making that Arun does during assignments - like AMs are consulted some times, then Ashita's load is intentionally less, Shamshu's load is 1500 but it is ok since most are Serent etc.
Leverage the data we have to run campaigns while we progress towards ideal state
Monitoring
Progress towards increasing adoption
Progress towards achieving ideal state
KYP activities
Rough Thoughts
KYP database for campaigns
DMs and PMs using KYP
Appraisal parameter - Relationships based on KYP score
Mandates for in-person meetings
Can we simplify the Travel Load / ORM Load bit?
If Strategic Rating > 30, we need ORM
ORM decided based on distance
ORM load calculated based on the number POCs assigned
Number of Cybage assigned POCs per account should be based on the strategic rating / size / revenue / PPTS / Age of the account
What about prospects then?
KPIs / tickets
What kind of activities are most performed by and ORM
What is the frequency of touchpoints for POCs by ORMs
Distribution of attention given to all POCs v/s ORM focusing on only 2 or 3 out X POCs assigned
Make the process and UX easier to increase adoption
Delete old data based on some parameters that we decide
Ideal State
Activities should be tracked by ORMs first, then DMs then AMs
Tie it to relationship management parameter in the appraisal system
An easy way to log entries
I should be assigned only those POCs that are relevant
Load calculation understanding would help here
No need for unnecessary/old POCs - delete them
Criteria for keeping POCs on the system
Have targets to complete x meetings in a month of which Y need to be in-person
CRM + KYP integration
ORM - Account Assignment sheet is manual - it should be a system generated report instead
KYP POCs assignment doesn't use any calculation like Travel Load or ORM Load. We need to have a more scientific approach towards KYP POC assignment to ORMs and DMs
ORM load should take into consideration the KYP score achieved?