PeopleSoft Enterprise Strategic Account Planning 9.1 PeopleBook

Getting Started with PeopleSoft Enterprise Strategic Account Planning

This chapter provides an overview of PeopleSoft Enterprise Strategic Account Planning and discusses:

PeopleSoft Strategic Account Planning business processes.
PeopleSoft Strategic Account Planning integrations.
PeopleSoft Strategic Account Planning implementation.

PeopleSoft Enterprise Strategic Account Planning Overview

PeopleSoft Enterprise Strategic Account Planning provides tools that enable you to leverage customer value data to drive strategic planning and budgeting for the entire customer life cycle—marketing, sales, and service. With this application you can:

Evaluate customer value and needs.
Develop sales and support strategies to maximize customer value.
Allocate resources based on customer value.
Identify new opportunities to increase customer value.
Collaborate with account team members and partners.
Measure and improve account performance.

PeopleSoft Enterprise Strategic Account Planning Business Processes

The following process flow illustrates the PeopleSoft Enterprise Strategic Account Planning business processes, describing details in the Plan, Communicate, Execute, Measure, and Discover phases). We discuss these business processes in the business process chapters in this PeopleBook:

PeopleSoft Enterprise Strategic Account Planning business processes categorized in five areas: Plan, Communicate, Execute, Measure, and Discover

Using PeopleSoft Enterprise Strategic Account Planning, you can:

Organize account portfolio by segment or tier.
Plan market strategy.
Define specific account plans with goals aligned with market strategy.
Define territory and assignment of accounts.
Communicate account plans, goals, and their target values to account team members.
Identify and address customer issues.
Measure account portfolio performance, account plan performance, and the effectiveness of the account plan.

PeopleSoft Enterprise Strategic Account Planning Integrations

By leveraging the Active Analytics framework, you can integrate PeopleSoft Enterprise Strategic Account Planning with any of the other products in the PeopleSoft Customer Relationship Management (PeopleSoft CRM) product line to obtain goal and metric data for account plans. For example, integration with PeopleSoft Sales enables you to set goals and track goal attainment using the information captured in PeopleSoft Sales (for example, leads and opportunities). Integration with PeopleSoft Client Manager enables you to set and track account plan goals based on a client's personal goals, such as target retirement age.

See Understanding AAF.

In addition to supplying additional goal and metric data, integration with the following products expands the features of your strategic account planning solution:

PeopleSoft Enterprise Marketing

Integrate with PeopleSoft Enterprise Marketing to enable account plans at the segment level. Segmenting the customer base enables you to group like customers and enables uniform planning across them. Account managers who are responsible for a large set of accounts or consumers can segment them into smaller groups based on revenue, profitability, and common characteristics, such as industry, geography, or buying requirements.

See Understanding Audiences.

SmartViews

Integrate with the SmartViews feature to make it easy to identify specific issues to address in the account. You can track performance in individual accounts or roll up key metrics to see aggregate performance in a single view. For each metric, account managers can compare actual versus target goal attainment.

See Setting Up SmartViews.

PeopleSoft Enterprise Partner Planning

Integrate with PeopleSoft Partner Relationship Management to improve collaboration by clearly identifying key tasks, due dates, and owners to meet the plan objectives. Managers control who can access and edit the account plan.

See PeopleSoft Partner Relationship Management 9.1 Preface.

PeopleSoft Enterprise Strategic Account Planning Implementation

PeopleSoft Setup Manager enables you to review a list of setup tasks for your organization for the products that you are implementing. The setup tasks include the components that you must set up, listed in the order in which you must enter data into the component tables, as well as links to the corresponding PeopleBook documentation.

Other Sources of Information

In the implementation planning phase, take advantage of all PeopleSoft sources of information, including the installation guides, data models, business process maps, and troubleshooting guidelines. A complete list of these resources is in the preface in the PeopleSoft Enterprise CRM 9.1 Application Fundamentals PeopleBook, PeopleSoft Enterprise CRM 9.1 Automation and Configuration Tools PeopleBook, PeopleSoft Enterprise CRM 9.1 Business Object Management PeopleBook, and PeopleSoft Enterprise CRM 9.1 Product and Item Management PeopleBook, with information on where to find the most up-to-date version of each.