Account-to-Plan

A run starts when an account is named as one worth a plan of its own: a target account from a territory carve, an existing customer the company wants more of, or an account leadership has decided to pursue. The processes here research what the account is trying to do, map who decides and who influences, work out where it already spends and with whom, write the plan that says what to sell, to whom and in what order, and keep that plan current as people move and priorities change. A plan commits nobody outside the account team, and the money it hopes for appears in a forecast only once a deal is open. Territories and quotas are cut in a different stream, and so is the machinery that holds the account record.