Our client sought to capture the pipeline of opportunities identified within their key accounts. To achieve this, it was essential for Account Managers, Pre-sales Engineers, Service Managers, and Delivery Managers to work in a coordinated manner, integrating commercial, technical, and customer success perspectives. However,
Account Planning was perceived as an administrative burden, characterized by siloed work and low impact on actual opportunity generation. The challenge was not only methodological but also one of adoption and feasibility: without a clear routine and concrete work dynamics, the model risked being unsustainable over time.
We co-designed a new way of working for the Account Team based on our Account Planning methodology—Discovery, Strategy, and Win Plan—featuring bi-weekly sprints, live action plans, and clear roles for every meeting.
Furthermore, we worked on the usability of the Altify tool, addressing a frequent pain point in these types of initiatives: tools that, instead of accelerating commercial performance, end up becoming a hindrance when they are not aligned with the teams’ actual routines.
Consequently, Account Planning evolved from a formal exercise into a practical management device for generating and prioritizing opportunities, facilitating more strategic conversations, better opportunity qualification, and greater ownership of the model by the teams.
The primary impact was seen in the way accounts were managed, laying the groundwork for a more collaborative, predictable, and sustainable commercial execution.
