Adding ESP Business Unit and Service Unit Information

The Business Unit and Service Unit (BU/SU) Overview helps you segment the account into more manageable business and service units. Each business or service unit in your account has different characteristics that affect your ability to sell into the unit. This view helps you profile each unit to determine these characteristics. It also helps you to make decisions about where to apply your resources and how to successfully integrate into the organization.

This task is a step in Process of Managing Enterprise Selling Process.

To add BU/SU overview information

1. Navigate to the Accounts screen, then the Accounts List view.

2. Drill down on the Name field of an account record.

3. Navigate to the Enterprise Selling Process view, then the BU/SU Overview view, and create a new record.

   The following table describes the fields to complete.

   Field	Comments
   Business / Service Unit	Type a name for the business or service unit.
   Culture	Select a value that defines the culture (sales environment and sales approach) favored by the business or service unit. Examples are Entrepreneurial, Individualistic, Bureaucratic, and Collaborative.
   Strategy Type	Select a value that defines your strategy to penetrate, cover and grow the relationship with the business or service unit. The values are Create, Exit, Expand, Protect, and Pursue.
   Initiatives	Type a description of the initiatives on which you plan to focus for the business or service unit. Example are improve ROI by 10% and increase customer satisfaction.
   Level of Relationship	Select a value for your company’s perception of its relationship with the business or service unit. Examples are Problem Solver, Trusted Advisor, and Credible Source.
   Marketing	Type information about an existing marketing campaign or new marketing campaign that you want to apply or develop for this business or service unit.

   Field values are discussed during methodology training, and are available as part of the methodology documentation.

4. Repeat Step 4 for each Business or Service Unit in the account.

   Note: If you are using ESP to analyze an account that has associated child accounts, then the child accounts automatically appear in the BU/SU Overview list.