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About the Portfolio Management Process

PMP is an account-based, structured methodology for sales professionals who manage a portfolio of accounts, and who must be responsible for, penetrate, retain, and grow those accounts. A portfolio contains a set of accounts organized by industry application, geographic location, and so on. Typically, a portfolio contains strategically important accounts that represent high-potential business for the sales organization.

PMP is designed to help portfolio managers perform the following activities:

  • Analyze accounts in their portfolio to reveal the accounts with highest revenue potential.
  • Engage the high-potential accounts in their portfolio.
  • Direct and manage resources to close as much business as possible.
  • Manage complex relationships with customers and partners.

PMP separates a group of accounts into four segments. Table 85 shows these segmentation groups.

Table 85. Segmentation Groups in Portfolio Management Process
Group
Comments

A

Accounts that offer significant sales potential and deserve significant sales effort.

B

Accounts that make a significant current revenue contribution and are meeting targets.

C

Accounts that are valued, but do not make a significant contribution and offer limited future potential.

D

Accounts that have little or no revenue potential today. Insufficient data exists to accurately assess potential.

PMP plots the accounts in each group on a segmentation map. Each quadrant corresponds to an A, B, or C segment. PMP plots the D segment separately.

The PMP methodology is integrated with Siebel Business Applications. The PMP methodology integrated in Siebel Business Applications is licensed from, and is the intellectual property of, The TAS Group.

    
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