Draft Account Plan PT.

Angin Ribut
CONTENT

Information Detail Account :

1 1.1 Vision/Mission/BOD/BOC/PIC
1.2 History Business and Financial Performance
1.3 IT Spending and Wallet Share

Account Business Insights :

2 2.1 Industry Insight related
2.2 Business Transformation, Business Objectives and Business Plan
2.3 Customer Strategy in Business, IT/Technology, and Cloud Strategy

Telkomsigma Strategy for Account Winning & Success Story :

3 3.1Technology landscape
3.2 Cloud Migration plan
3.3 Strategy and Tactical Scenario of Value Creation for Customer Success
1.1 ACCOUNT INFORMATION PT. ANGIN RIBUT
Account Information Company Vision & Mission
Vision :
Company Name: [Insert Company Name] …
Company Location: [Insert Company Location]
Mission :
Company Website: [Insert Company Website]
…
Industry: [Insert Company Industry]
…
Customer’s sigma start from : : [DD/MM/YYYY]
…
Goals :
 
…
Year Founded: [Insert Year Founded]
…
Last Year Revenue: [Insert Last Annual Revenue]
Number of Employees: [Insert Number of Employees]
  Company Business Description
Board of Director :
Director [jabatan] : [Insert name/email/whatsapp] [Describe overall related the company]
Director [jabatan] : [Insert name /email/whatsapp] - Customer
- Product
Board of Commissioner : - Peer / Competitor
Commissioner [jabatan] : [Insert name /email/whatsapp] - Partner
Commissioner [jabatan] : [Insert name /email/whatsapp]

Key Point of Contact :

Name1 : [Insert POC Name/Jabatan/Email/WA]
Name2 : [Insert POC Name/Jabatan/Email/WA]
Name3 : [Insert POC Name/Jabatan/Email/WA]
 
1.1.1 ORGANIZATION STRUCTURE
1.2 BUSINESS & FINANCIAL PERFORMANCE
History Business Performance (last 3 years) Existing Share

Business Goals 2020 2021 2022 Existing Share last Year Rp….
[Total belanja customer di tahun terakhir, dan berapa budget IT spending di
Revenue … … …
tahun terakhir, berapa sigma dapat wallet share dan berapa competitor lain
Growth (%) … … … mendapatkan wallet share]

EBITDA

NI Tech Spending
Overall Account
Spending
… … …
Executive Perception … … …

History Financial Performance

Tech Spending

Sigma
Others
2.1 INDUSTRY ANALYSIS
Industry Trend Customer Positioning in the market (based on Industry)

[explained the newest trend in industry. What actually being happening and
make market attractive] PT Angin Ribut
Customer’s Positioning :
[explain about the
customer’s positioning :
PT B biggest market size?
PT C
What strong value?
What area to be improve?]
PT D

Potential Opportunity for Customer

Competitor Analysis & Movement :

1 Competitor A
[explained potential opportunity for customer to win and compete in the
Movement :…
market]
Strengh : …
Weakness …
2 Competitor B
Movement :…
Strengh : …
Weakness …
3 Competitor C
Movement :…
Strengh : …
Weakness …
2.1.1 IDENTIFYING CUSTOMER BUYING PROCESS & SELLING POINT

Buyer’s Journey Content & Channel

[For existing accounts, explain the process of the buyer’s journey – [Think about what information your buyers consume – specifically
the timeline, the lifecycle stages, and where the account is now. For pertaining to your industry and your product – and where they might
prospects, highlight a projected buyer’s journey and the timeline for consume that information.]
how you’ll get the account from stranger to customer.]
 

Evaluation Criteria Key Decision Criteria

 
[What factors does/did your account consider before purchasing, and do [What factors are the most important for the person or people you sold
you fare in these categories, and what lessons did you learn about your (or are selling) to? How did you (or how do you expect to) win with
performance in these categories for future sales?] your performance in these criteria?]
 
 
2.1.2 IDENTIFYING THE RELATIONSHIP
Current Relationship Status Core Business Partner

[Are any other accounts, companies, or

customers involved in this relationship, and if
so, to what extent?]

  Relationship Strategy

[What are you to the account at this time?

(Potential) Vendor, Preferred Supplier, [What relationship status or lifecycle
Planning Partner, Trusted Advisor, etc.] stage do you want this account to
achieve, and by when?]

  Relationship Progression Strategy

[What process will you plan and execute on to

progress your account to your desired stage?]
2.2 BUSINESS GOALS
Tiga tahun kedepan
Business Objectives 2023 Business Transformation Program

Business Objective :
 …
 …
 …

Business Goals 2023 2024 2025

Revenue … … …

Growth (%) … … …

Executive Perception … … … [describe business transformation program of company]

… … …

Revenue Projection
Tiga tahun kedepan
2.3 IT/TECH STRATEGIC PLAN AND IT SPENDING

IT/ Technology Strategic Master Plan Budget RKAP 2023

IT:
CAPEX +/-10 Billon Rupiah
OPEX +/- 40 Billion Rupiah
[describe it strategic master plan 2023 or 5 years]
Digital :
CAPEX +/- 200 Billion Rupiah
OPEX +/- 100 Billion Rupiah

[list of detail project based on capex/opex]

Objectives Goal IT Plan 2023
List Of IT Project Plan/
Budget Timeline Unit / PIC Related
IT Project Initiatives

 … Transform On Premise
Infra to Cloud Native Infra - …

 ….
… ……

 …,
… …

… …
2.3.1 DETAIL ACCOUNT LANDSCAPE

[fill in if the data detail of customer already breakdown per business

unit]
2.4 CLOUD STRATEGY & GOVERNANCE

Cloud Strategy

[describe this company adopt the cloud strategy]

Can adopt / can not
On premise / private or public
Describe Legacy data should be in on-premise
Describe the potential hybrid-multi cloud solution
SLA that want to be achieved
2.5 CRITICAL CUSTOMER BUSINESS CHALLENGES
Critical Business Challenges

Business Challenges Detail Impact

Limited Resources of - Today’s infrastructure is full and out of date

- … [impact for customer business]
Infrastructure On Premise
- …

… …

… …
3.1 OPPORTUNITY IDENTIFICATION
Opportunity Identification
Notes :
- Identified Oportunities …
- Expected Closing …

Risks, Barriers, Limitations, and Operational Restrictions

[What issues lie in the way of selling, cross-selling, or upselling your account
on any of the above mentioned line items? Address how you will counter them –
if possible.]

Detail Opportunity Mapping

3.2 CLOUD MIGRATION PLAN
Cloud Migration Plan

Target Env Plan Migration

Workload Type Detail Existing Env Sovereign / Consideration
[7R]
Private / Public

Just example
Mobile Apps - … - Data, cost, resources, business etc that
- Analyse Refactor, Rearchitect, Rebuild etc
- … consider much by customer

Custom Apps …

ERP …

Packaged Solution
(SAP/Oracle/Microsoft)

Platform

AI / Machine Learning

Big Data
3.3 OVERALL ACTIVITY (1 YEAR) PLAN PT. ANGIN RIBUT
Goal
(contoh) Activities KPI Time frame Customer UIC

Eg. Join Planning Session … Q1/Q2/Q3/Q4/yearly

Winning Deal Visit Customer …

Marketing activities … …

Profit margin … Q1/Q2/Q3/Q4/yearly

Increase profitability by …%x … … …

… … …

Analysis … Q1/Q2/Q3/Q4/yearly

Migration workload Design … …

Migration … …

Profit margin … Q1/Q2/Q3/Q4/yearly

Increase wallet share … … …

… … …
4.3.1 DETAIL ACTIVITY (QUARTERLY)

Action Item Goal Owner Due Notes Strategies/Plays

Take POC to lunch Get an introduction to [X] Bill EOQ2 2022 POC mentioned a local seafood Mention their goal of increasing profit
department restaurant on discovery call.  and how we can streamline this
effort.
Thank You.