Preparing for a Test & Improve

Learning Objectives

After completing this unit, you’ll be able to:

• Launch Test & Improve in preview mode
• Explain how to prepare for a Test & Improve meeting

 

In advance of the upcoming Test & Improve for the Oriole Med account plan, Lynn wants to do some preparation work:

She'll review the Altify Max insights, update the account plan with any new information, and ask her manager Tony Webster to review the account plan.

She’ll organize her talking points to cover everything of importance during her presentation of the account plan.

To make these preparations, Lynn can launch the Test & Improve in preview mode to see the presentation in Test & Improve format without actually starting the meeting.

 

She selects Preview (as Presenter).

Reviewing the Account Plan

Lynn is now in Altify's Test & Improve. She can click through the pages and update her plan as needed.

Opening each tab of the account plan in turn, she reads the advice in the Checks tab on the right. This helps her to prepare her talking points for the meeting.

 

 

Lynn organizes her presentation into the following sequence of talking points:

• Plan details: A brief overview of the customer’s business along with her overall goal and strategy for the account.
• Opportunity map: A summary of the opportunities with the account, blocked solutions, and targeted white space.
• Relationships: An explanation of the current level of relationships and her team’s relationship development priorities.
• Insight map: The Oriole Med story, connecting their goals and pressures to Lynn's opportunities on the opportunity map.
• Objectives: The team’s high-priority objectives, their relevance to Oriole Med, and current strategies to achieve each one.
• Actions: Asking for help with the known gaps and risks in the plan (Lynn hopes to get recommendations from the reviewers about how to address these) and the team's next steps.

(For more details about these talking points, see the resource link below.)

 

Lynn asks the invitees to preview her account plan before the Test & Improve. That way, everyone will be familiar with its current status, and will be able to contribute during the meeting.

Try It Yourself

In the previous unit, we suggested that you schedule a Test & Improve for one of your own account plans. Why not preview that Test & Improve now?