Account Planning (One-GTM)

Thursday 12 October 2023

Time	Duration	Session	Speaker
8:00am - 8:30am	30 mins	Introduction/House-Keeping	Michelle Harte
8:30am - 9:00am	30 mins	AE/SE Account Alignment Let's get on the same Page	Coaches
9:00am - 9:45am	45 mins	Aligning Value Propositions	MH + Coaches
9:45am - 10:30am	45 mins	Identifying potential Solutions	MH + Coaches
10:30am - 11:00am	30 mins	Morning Coffee Break
11:00am - 12:00pm	60 mins	Selecting Business Strategies	MH + Coaches
12:00am - 12:30pm	30 mins	Understanding Competitive Strategies	MH/DD + Coaches
12:30pm - 1:00pm	30 mins	Identifying Competitors	MH + Coaches
1:00pm - 2:00pm	60 mins	Lunch Break
2:00pm - 3:00pm	60 mins	Differentiation mapping	DD + Coaches
3:00pm - 4:00pm	60 mins	Selecting Competitive Strategies	MH + Coaches
4:00pm - 4:30pm	30 mins	Afternoon Coffee Break
4:30pm - 5:00pm	30 mins	Defining Key Stakeholders	MH + Coaches
5:00pm - 5:30pm	30 mins	Understanding Formal and Informal Roles	MH + Coaches
5:30pm - 6:30pm	60 mins	Business and Competitive Alignment	MH + Coaches
6:30pm - 6:45pm	15 mins	Debrief and close	DW

Friday 13 October 2023

Time	Duration	Session	Speaker
8:00am - 8:30am	30 mins	Warm Up/Set up
8:30am - 9:15am	45 mins	Selecting Relationship Strategies	MH + Coaches
9:15am - 10:15am	60 mins	Strategy Validation	Coaches
10:15am - 10:45am	30 mins	Morning Coffee Break
10:45am - 11:45am	60 mins	Setting SMART Goals	MH + Coaches
11:45am - 12:15am	30 mins	Win Theme	MH + Coaches
12:15pm - 1:00pm	45 mins	Lunch Break
1:00pm - 2:00pm	60 mins	Engagement Plan	MH + Coaches
2:00pm - 2:30pm	30 mins	Identify Account Team	MH + Coaches
2:30pm - 3:15pm	45 mins	Peer Review Prep	Coaches
3:15pm - 3:30pm	15 mins	Afternoon Coffee Break
3:30pm - 6:00pm	150 mins	Peer Review Presentation	Coaches

Peer Review teams

Group 1 (Diamond Room): Team Philippines, Malaysia, Thailand

Group 2 (Ruby room): Team Indonesia, Team Boyd

|6:00pm - 6:30pm | 30 mins | Celebration/Recognition | DW