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MAM Self Assessment
This assessment should take you between 30 and 45 minutes to complete the assemssment. It is important that you complete it in one sitting as you will not be able to save your work and come back to finish it later.
Thank you for your participation. |
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MAM Self Assessment
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| * How long have you been in your current role at Informatica? |
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Business Management
Desired Outcome:
Predictable revenue production driven through business planning and execution rhythm. |
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| All Areas of Business Management for All Activities |
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| * 1. Develops and documents overall business plan detailing how revenue and non-revenue objectives will be achieved (includes prioritized account / opportunity list, detailed awareness plan, and pipeline and forecast rhythm plans). I execute this activity... |
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| * 2. Uses business plan to guide quarterly, monthly, weekly, and daily activities, time and effort. I execute this activity... |
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Analyze Territory / Account Set
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| * 3. Conducts a detailed review and analysis on all accounts annually, and an update review quarterly to identify funded revenue opportunities and “white space” revenue opportunities. I execute this activity... |
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| * 4. Is able to articulate the long and short-term revenue potential of any account at any time. I execute this activity... |
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| * 5. Is able to articulate how industry, geographic, or economic trends will influence an account’s revenue potential. I execute this activity... |
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Segment and Prioritize Accounts
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| * 6. Creates a prioritized list of accounts and opportunities annually and updates quarterly. I execute this activity... |
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| * 7. Uses prioritized account / opportunity list to organize and prioritize sales execution time and efforts. I execute this activity... |
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| * 8. Is able to articulate and defend the account/opportunity prioritization in context of the assigned revenue and non-revenue objectives. I execute this activity... |
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Educate / Evangelize Vision
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| * 9. Develops a detailed marketing awareness plan annually and updates quarterly. I execute this activity... |
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| * 10. Drives execution of the marketing awareness plan and conducts regular status reviews. I execute this activity... |
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| * 11. Is able to articulate how the marketing awareness plan supports the achievement of assigned revenue and non-revenue objectives. I execute this activity... |
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Analyze Pipeline
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| * 12. Conducts bi-weekly pipeline analysis to review coverage and balance, and to identify revenue engine issues. I execute this activity... |
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| * 13. Maintains a balanced pipeline with adequate coverage based on a rolling quarterly/annual quota. I execute this activity... |
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| * 14. Uses pipeline analysis results to organize and prioritize sales execution time and efforts. I execute this activity... |
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| * 15. Develops and executes action plan to address personal sales execution issues identified (e.g. velocity, deal size, etc.). I execute this activity... |
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Generate Demand / Manage Pipeline
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| * 16. Develops and executes demand generation activities according to pipeline needs. I execute this activity... |
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| * 17. Is able to articulate how specific demand generation activities will impact pipeline. I execute this activity... |
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Forecast / Set Expectations
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| * 18. Updates system opportunity information regularly. I execute this activity... |
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| * 19. Establishes a predictable rhythm with virtual team members to collect forecast and forecast influence data. I execute this activity... |
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| * 20. Produces forecasts that are complete, on-time and accurate. I execute this activity... |
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| * 21. Regularly produces forecast that is within ± 10% of actual production. I execute this activity... |
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| * 22. Is able to articulate and defend the total forecast including opportunity dependencies and other factors. I execute this activity... |
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| * 23. Is able to articulate and defend a single opportunity forecast with specific and relevant opportunity details. I execute this activity... |
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Account Development
Desired Outcome:
Deep account penetration and high customer satisfaction.
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Understand Account
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| * 24. Creates and maintains a detailed list or “business map” of the account’s business goals, objectives and initiatives. I execute this activity... |
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| * 25. Is able to articulate, at any given time, the long-term vision, business imperatives and fiscal priorities for the account. I execute this activity... |
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| * 26. Is able to articulate the account’s IT and data integration / management maturity with supporting details. I execute this activity... |
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| * 27. Creates and maintains a relevant list or “map” of competitive installations and preferences within the account. I execute this activity... |
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| * 28. Creates and maintains a list or “map” of relevant partners and service providers. I execute this activity... |
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Develop Account Plan(s)
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| * 29. Develops and maintains a detailed account plan outlining the account goals – both long and short-term - and how they will be achieved (includes reference to relevant account’s business goals, IT maturity, relevant competitive landscape, relevant partners / providers, awareness plan, relationship plan, and identified opportunities). I execute this activity... |
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| * 30. Is able to articulate how any individual account-related activity supports the overall account plan. I execute this activity... |
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| * 31. Uses the account plan to organize and prioritize sales execution activities. I execute this activity... |
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| * 32. Develops and maintains a collaborative account plan with key decision makers at the account (for those accounts with a sufficient INFA footprint and relationship). I execute this activity... |
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Create Awareness
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| * 33. Develops an awareness development plan and executes according to the plan. I execute this activity... |
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| * 34. Uses account awareness plan to drive execution of awareness activities and resources. I execute this activity... |
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| * 35. Is able to articulate how any individual marketing or awareness activity supports the awareness development plan. I execute this activity... |
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Develop Key Relationships
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| * 36. Creates and maintains a detailed “player map” of all relevant account individuals and influencers. I execute this activity... |
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| * 37. Develops and executes a plan to achieve desired relationship with identified account individuals and influencers (e.g. decision makers, influencers, customer champions, etc.). I execute this activity... |
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Identify Opportunities
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| * 38. Conducts quarterly account “white space” analysis and review. I execute this activity... |
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| * 39. Conducts annual technology “portfolio review” with key account individuals. I execute this activity... |
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| * 40. Is able, at any time, to identify multiple potential revenue opportunities at the account. I execute this activity... |
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| * 41. Is able to articulate the quantified business impact to the account of every potential opportunity. I execute this activity... |
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Drive Customer Success
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| * 42. Conducts regular account deployment reviews with key account individuals. I execute this activity... |
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| * 43. Achieves high customer satisfaction ratings from all account key individuals. I execute this activity... |
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| * 44. Is able to call on account key individuals to serve as references and/or perform other functions to the benefit of INFA. I execute this activity... |
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Opportunity Management
Desired Outcome:
Higher than average win rate with high ROI of revenue vs. cost of sales.
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| All Areas of Opportunity Management for All Activities |
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| * 45. Develops and shares a detailed opportunity win-plan (includes opportunity strategy, relationship building plan, negotiating plan, etc.) I execute this activity... |
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| * 46. Uses opportunity win-plan to guide opportunity activities, time and effort. I execute this activity... |
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Qualify Opportunity
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| * 47. Uses Insight framework and verifiable outcomes to categorize opportunity and guide opportunity activities. I execute this activity... |
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| * 48. Updates opportunity system information daily with most recent changes. I execute this activity... |
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| * 49. Conducts qualification exercise on each opportunity for each resource need before allocating resources. I execute this activity... |
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| * 50. Is able to articulate current opportunity value, competitive situation, compelling event, and timing on any active opportunity at any time. I execute this activity... |
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| * 51. Accurately predicts resource and time requirements on each opportunity. I execute this activity... |
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Develop Opportunity Relationships
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| * 52. Creates and maintains a list or “player map” for all relevant opportunity individuals and influencers. I execute this activity... |
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| * 53. Develops and executes a plan to achieve desired relationship with identified opportunity individuals and influencers (e.g. decision makers, influencers, customer champions, etc.). I execute this activity... |
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Engage and Drive Resources
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| * 54. Assembles and motivates a virtual opportunity team of required resources. I execute this activity... |
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| * 55. Conducts regular opportunity review and strategy planning sessions with virtual team; updates opportunity win-plan appropriately. I execute this activity... |
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| * 56. Develops and executes a joint evaluation plan with the key opportunity individuals. I execute this activity... |
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Maximize Opportunity Revenue
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| * 57. Includes revenue expansion discussions in opportunity review and strategy planning sessions in a disciplined way. I execute this activity... |
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| * 58. Plans for, schedules and executes early negotiating / positioning discussions with key opportunity individuals. I execute this activity... |
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| * 59. Is able to articulate, at any time, a compelling customer value proposition tied to customer business impact. I execute this activity... |
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Drive to Timely Closure
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| * 60. Maps customer buying cycle and process to INFA sales process and adjusts opportunity win-plan accordingly. I execute this activity... |
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| * 61. Engages procurement and legal appropriately according to opportunity win-plan. I execute this activity... |
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| * 62. Develops and executes joint close-plan with key opportunity individuals. I execute this activity... |
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| * 63. Engages INFA executive resources to accelerate or leverage the customer buying cycle. I execute this activity... |
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| * 64. Includes actions to address customer perceived risk in opportunity win-plan. I execute this activity... |
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Manage Customer Expectations
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| * 65. Includes deployment / implementation plan as part of joint close-plan in a disciplined way. I execute this activity... |
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| * 66. Is able to articulate the value of deployment / implementation plan at any time. I execute this activity... |
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