Strategic Account Plan Creation - "To-Be" Process Map

Workshop Consensus | January 16, 2026 | Target: 70-80% Automation

Account Executive (Owner)
BDR (Resource)
CSM
Partner Manager
Sales Engineer
Value Engineering
AI/Agent Assisted
Data Source
PHASE
Account
Executive
BDR
CSM
Partner
Manager
Sales
Engineer
Value
Engineering
AI / Agents
Data
Sources
1. KICKOFF
Define Scope & Roles
2. LANDSCAPE &
WHITESPACE
Unified Map Creation
3. INTERNAL
FOOTPRINT
Existing Customer Data
4. PARTNER
LEVERAGE
SI/ISV Mapping
5. POWER MAPPING
(Simplified)
6. STRATEGIC
ALIGNMENT
The 3 Whys
Initiate Account Plan
Select strategic account, define objectives
Assign BDR Division
AE: above line | BDR: below line & wide
Review & Validate Output
QA Deep Research results, verify subsidiaries
Populate Unified Map
Nationwide template + MAPs, Delivery Arch
Merge Footprint Data
Add ARR, renewal, health to whitespace
Request Partner Intel
Submit Partner Intelligence Request to PM
Add SI/ISV Columns
Integrate into unified whitespace map
Capture C-Suite Baseline
CEO, CMO, CDO, CTO, CIO + VP level
Note Known Champions
Existing relationships, detractors
Review 3 Whys Output
Why Now, Why Change, Why Contentful
Finalize Account Plan
Present to leadership, iterate
Receive Assignment
Understand account, agree on division
Execute Landscape Research
At AE-level quality
Validate Tech Stack
BuiltWith, Wappalyzer verification
Research Previous Contacts
Explore closed/lost relationships
Build Contact List
Below power line, go wide
Outreach
Provide CSM Brief
Account health, usage trends, risks
Share Success Stories
Use case references, expansion signals
Identify Key Relationships
Champions, stakeholders at account
Pull Crossbeam Data
AEs don't have direct access
Crossbeam
Provide Partner Context
Role in account, next steps
Review BuiltWith Data
Technical context on stack
Access Close/Lost History
Technical reasons for past outcomes
Salesforce
Technical Blueprinting
⚠️ MOVED TO OPPORTUNITY STAGE
Transform to IVP Doc
Deep Research → Exec Brief
Create Visual POV
Signet Exec Brief format
Deep Research
Subsidiaries, domains, tech stack
Gemini / ChatGPT
QA Agent Validation
Confidence scoring, citation check
75-80% auto QA
Account Navigator
Existing customer patterns
Glean
Partner Mapping Agent
Crossbeam + BuiltWith synthesis
Future
Alfred V2 / Prospector
Contact research, org mapping
Glean
Deep Research - 3 Whys
10-K analysis, earnings calls
One-shot prompt
Salesforce Account
Account hierarchy, history
SEC 10-K (Exhibit 21)
Subsidiaries list
BuiltWith (parsed)
CMS, Frontend, Commerce, P13N
Tableau / Gatekeeper
Usage, spaces, content types
⚠️ SunRush (GAP)
MAPs data needed
Crossbeam (via PM)
SI/ISV relationships
LinkedIn Sales Nav
Org chart, titles
ZoomInfo
Contact data (verify!)
Annual Reports / IR
Strategy, priorities, big bets
Earnings Calls
Executive mandates
▼

📄 Output Artifacts

Unified Whitespace Map

  • Business Unit / LOB rows
  • Product columns (Web, Commerce, Mobile, KB, P13N, Portal)
  • ADDED: MAPs, Delivery Architecture, Current Spend
  • SI/ISV Partner columns
  • Internal footprint merged (ARR, Health)
  • Status: SOLD | Competitor | Whitespace

Partner Leverage Plan

  • Partner Account name
  • Use Cases supported
  • Key Stakeholders
  • Role in Account (Value Driver, Inactive, etc.)
  • Notable Next Steps

Power Map (Simplified)

  • C-Suite: CEO, CMO, CDO, CTO, CIO
  • VP Level: Marketing, IT/Digital
  • Known Champions
  • Known Detractors
  • Detailed mapping → Opportunity Stage

IVP Document (3 Whys)

  • Strategic Mandate
  • Why Now (triggers, pressures)
  • Why Change (pain points, gaps)
  • Why Contentful (value alignment)
  • Projected Business Outcomes

🗄️ Data Sources & Gaps

Salesforce

Account hierarchy, close/lost, BuiltWith blob

Glean

Account Navigator, Alfred V2, internal docs

Tableau / Gatekeeper

Product usage (fragmented across views)

Crossbeam (via PM)

Partner relationships, overlaps

LinkedIn Sales Nav

Org charts, contacts (limited usefulness)

Deep Research

Gemini/ChatGPT for 10-K, earnings, web crawl

⚠️ GAP: SunRush

MAPs data not yet available

⚠️ GAP: BuiltWith Parsing

Currently unstructured "blob" in SF

⚠️ Key Workshop Decisions