Joint Strategic Account Planning With Partners

Account-based sales and marketing programs should include partners that can influence business growth in target accounts. Many suppliers conduct their joint account planning with partners on an opportunistic basis instead of developing a sustained and repeatable process. Successful strategic account planning requires a combination of perspectives and priorities, including those of channel partners. Joint account plans define the specific actions that will be taken by supplier sales, channel marketing, and partner organizations. In this report, we outline a joint strategic account planning and execution process for suppliers and partners.