Appropriate level of touch for top tier
Contributor 
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!
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!