Test & Improve Presentation: Recommended Talking Points

This table summarizes Altify's recommended talking points when you're presenting your account plan to reviewers during a Test & Improve.

 

#	Topics	Plan Section	Duration (approximate)	Talking Points
1	At a high level, provide current status of the customer’s business and your success with the account.	Plan Details	2 minutes	Customer profile: Describe the customer’s business, how they're performing, their growth plans, and the current state of executive and strategic relationships. Customer success: Describe the customer’s purchase history, overall customer health and level of satisfaction, the current state of active projects, and business impact realization.
2	Where you want to take the account and point out potential barriers.	Plan Details	5 minutes	Goal and growth strategies: Present your account goal, your growth strategies, and the barriers and risks that affect the strategies.
3	Summarize total account revenue and pipeline.	Opportunity Map	2 minutes	Use top line to summarize your current position to plan target: the dollar value and unit quantity value of potential, current and won opportunities.
4	Target account focus.	Opportunity Map	10 minutes	Level of relationship for all targeted accounts. Relationship map: Describe who are the most important people in your map and why. Describe their status, coverage and who provides that coverage. Coverage gaps. Insight map: Go top to bottom or bottom to top. Point out important issues facing the customer. Reference two specific opportunities on your opportunity map. Describe what you need in order to understand more. White space plan: Key potential opportunities and blocked solutions.
5	Our account team’s objectives.	Objectives	3 minutes	Present the team’s high-priority objectives.
6	Finish your presentation with your "asks".	Plan Details	3 minutes	Explain what your requests are of the audience. ("Here’s where I need help".) Required investments.