Both of these documents are, in theory, plans of action.
Salespeople develop an Account Plan. It sets out how they plan to sell more to an account. It identifies where more products or services may be sold. And how they will make those sales. From an Account Plan, the vendor expects to achieve higher revenue.
A success plan has a different purpose. It sets out a plan to deliver a measurable outcome for the customer. Prepared jointly with the customer, it specifies what needs to be done to achieve the outcome. It defines tasks, responsibilities and timing. And it includes what the customer will buy from the vendor, and when.
From a Success Plan, the customer expects to achieve a measurable business result. And the vendor expects to achieve higher revenue. The Success Plan contains both.
An Account Plan sets out what the vendor will do TO the customer. A Success Plan sets out what the vendor will do WITH the customer.
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