Appropriate level of touch for top tier

Wendy Johnson

Hi all,

My background is in managing in strategic accounts and strategic account CSMs where we had a 1:few (ie 5-10) accounts, with ~$10M  per book. This motion I know intimately. 

Current employer characterizes its Tier A accounts as strategic. Very different scenario, however. 1:50-75 accounts with $5M per book. Yet their expectations are nevertheless that the playbook should resemble one where there is a substantive internal pod and external client alignment call, deep multi threaded relationships, quarterly executive reviews, etc. -- all in a world where alignment around business outcomes has not yet been achieved and supporting playbooks (and supporting templates/resources) have not been developed. In short, a repeatable, scalable process does not yet exist.

In your experience, are current expectations realistic? To me, this feels more akin to a MMKT or well-oiled ENT play.

Very much want to ensure the team is set up for success. Am inclined to advocate for a different kind of touch but thought to reach out to the cmty for input first. Thanks in advance!