Imagine you were to start the nurturing team from scratch

Daniel Hocutt

Hi All, 

Would love your input on the following:

Imagine you were to start the nurturing team from scratch being the only person to handle a pipeline of e.g. 200 customers (companies of various sizes and values). 

• What systems would you implement? 
• How would you prioritise your time? Your customers?

Thank you
Daniel

Kevin Mitchell Leonor

Yes I do, I do a three level prioritization. First is effort based prioritization. Second is ARR. Third is if they have strategic attributes.

First, when we get an account, we will determine their level of effort based on:

1: their goals - determine if the goals they have require a long list of activities. I have some accounts that have aggressive goals for how much our product integrates with their business ecosystem
2: their number of products and licenses - the more products and licenses the more attention they MAY need
3: their preferred cadence - weekly,biweekly, monthly,etc.

Order your accounts accordingly and try to bracket them into high, low, and tech touch.

Next: reorder priority within those touch segments based on ARR

Last: reassess and reorder based on strategic attributes such as;

1) Is this account a target logo to put on the front page of our website
2) is there an untapped growth potential with this account (maybe we haven't sold the entire company or all the eligible users)
3) is there a unique use case that we could exploit to win more business
4) is this a strategic vertical we are marketing heavily towards

Try to apply a priority score and assign a block of hours according to the touch model, the ARR, and the strategic attributes.