INFA SAM MGR Questionaire

Exit Survey »

Please answer all questions honestly. Your answers will be kept strictly confidential.

Background

How long have you worked at Informatica?

How long have you been in your current role?

Business Management

Desired Outcome: Predictable revenue production driven through business planning and execution rhythm.

Analyze Territory / Account Set

Analyze Territory / Account Set

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.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Analyze Territory / Account Set

Is able to articulate the long and short-term revenue potential of any account at any time.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Analyze Territory / Account Set

Is able to articulate how industry, geographic, or economic trends will influence an account’s revenue potential.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Segment and Prioritize Accounts

Segment and Prioritize Accounts

Creates a prioritized list of accounts and opportunities annually and updates quarterly.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Segment and Prioritize Accounts

Uses prioritized account / opportunity list to organize and prioritize sales execution time and efforts.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Segment and Prioritize Accounts

Is able to articulate and defend the account/opportunity prioritization in context of the assigned revenue and non-revenue objectives.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Educate / Evangelize Vision

Educate / Evangelize Vision

Develops a detailed marketing awareness plan annually and updates quarterly.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Educate / Evangelize Vision

Drives execution of the marketing awareness plan and conducts regular status reviews.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Educate / Evangelize Vision

Is able to articulate how the marketing awareness plan supports the achievement of assigned revenue and non-revenue objectives.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Analyze Pipeline

Analyze Pipeline

Conducts bi-weekly pipeline analysis to review coverage and balance, and to identify revenue engine issues.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Analyze Pipeline

Maintains a balanced pipeline with adequate coverage based on a rolling quarterly/annual quota.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Analyze Pipeline

Uses pipeline analysis results to organize and prioritize sales execution time and efforts.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Analyze Pipeline

Develops and executes action plan to address personal sales execution issues identified (e.g. velocity, deal size, etc.).

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Generate Demand / Manage Pipeline

Generate Demand / Manage Pipeline

Develops and executes demand generation activities according to pipeline needs.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Generate Demand / Manage Pipeline

Is able to articulate how specific demand generation activities will impact pipeline.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Forecast / Set Expectations

Forecast / Set Expecations

Updates system opportunity information regularly.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Forecast / Set Expecations

Establishes a predictable rhythm with virtual team members to collect forecast and forecast influence data.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Forecast / Set Expecations

Produces forecasts that are complete, on-time and accurate.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Forecast / Set Expecations

Regularly produces forecast that is within ± 10% of actual production.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Forecast / Set Expecations

Is able to articulate and defend the total forecast including opportunity dependencies and other factors.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

All Areas / All Activities

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).

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

All Areas / All Activities

Uses business plan to guide quarterly, monthly, weekly, and daily activities, time and effort.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Account Development

Desired Outcome: Deep account penetration and high customer satisfaction.

Understand Account

Understand Account

Creates and maintains a detailed list or “business map” of the account’s business goals, objectives and initiatives.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Understand Account

Is able to articulate, at any given time, the long-term vision, business imperatives and fiscal priorities for the account.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Understand Account

Is able to articulate the account’s IT and data integration / management maturity with supporting details.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Understand Account

Creates and maintains a relevant list or “map” of competitive installations and preferences within the account.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Understand Account

Creates and maintains a list or “map” of relevant partners and service providers.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Develop Account Plan(s)

Develop Account Plan(s)

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).

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Develop Account Plan(s)

Is able to articulate how any individual account-related activity supports the overall account plan.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Develop Account Plan(s)

Uses the account plan to organize and prioritize sales execution activities.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Develop Account Plan(s)

Develops and maintains a collaborative account plan with key decision makers at the account (for those accounts with a sufficient INFA footprint and relationship).

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Create Awareness

Create Awareness

Develops an awareness development plan and executes according to the plan.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Create Awareness

Uses account awareness plan to drive execution of awareness activities and resources.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Create Awareness

Is able to articulate how any individual marketing or awareness activity supports the awareness development plan.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Develop Key Relationships

Develop Key Relationships

Creates and maintains a detailed “player map” of all relevant account individuals and influencers.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Develop Key Relationships

Develops and executes a plan to achieve desired relationship with identified account individuals and influencers (e.g. decision makers, influencers, customer champions, etc.).

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Identify Opportunities

Identify Opportunities

Conducts quarterly account “white space” analysis and review.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Identify Opportunities

Conducts annual technology “portfolio review” with key account individuals.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Identify Opportunities

Is able, at any time, to identify multiple potential revenue opportunities at the account.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Identify Opportunities

Is able to articulate the quantified business impact to the account of every potential opportunity.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Drive Customer Satisfaction

Drive Customer Satisfaction

Conducts regular account deployment reviews with key account individuals.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Drive Customer Satisfaction

Achieves high customer satisfaction ratings from all account key individuals.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Drive Customer Satisfaction

Is able to call on account key individuals to serve as references and/or perform other functions to the benefit of INFA.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Opportunity Management

Desired Outcome: Higher than average win rate with high ROI of revenue vs. cost of sales.

Success Management

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Qualify Opportunity

Qualify Opportunity

Uses Insight framework and verifiable outcomes to categorize opportunity and guide opportunity activities.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Qualify Opportunity

Updates opportunity system information daily with most recent changes.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Qualify Opportunity

Conducts qualification exercise on each opportunity for each resource need before allocating resources.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Qualify Opportunity

Is able to articulate current opportunity value, competitive situation, compelling event, and timing on any active opportunity at any time.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Qualify Opportunity

Accurately predicts resource and time requirements on each opportunity.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Develop Opportunity Relationships

Develop Opportunity Relationships

Creates and maintains a list or “player map” for all relevant opportunity individuals and influencers.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Develop Opportunity Relationships

Develops and executes a plan to achieve desired relationship with identified opportunity individuals and influencers (e.g. decision makers, influencers, customer champions, etc.).

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Engage and Drive Resources

Engage and Drive Resources

Assembles and motivates a virtual opportunity team of required resources.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Engage and Drive Resources

Conducts regular opportunity review and strategy planning sessions with virtual team; updates opportunity win-plan appropriately.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Engage and Drive Resources

Develops and executes a joint evaluation plan with the key opportunity individuals.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Maximize Opportunity Revenue

Maximize Opportunity Revenue

Includes revenue expansion discussions in opportunity review and strategy planning sessions in a disciplined way.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Maximize Opportunity Revenue

Plans for, schedules and executes early negotiating / positioning discussions with key opportunity individuals.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Maximize Opportunity Revenue

Is able to articulate, at any time, a compelling customer value proposition tied to customer business impact.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Drive to Timely Closure

Drive to Timely Closure

Maps customer buying cycle and process to INFA sales process and adjusts opportunity win-plan accordingly.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Drive to Timely Closure

Engages procurement and legal appropriately according to opportunity win-plan.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Drive to Timely Closure

Develops and executes joint close-plan with key opportunity individuals.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Drive to Timely Closure

Engages INFA executive resources to accelerate or leverage the customer buying cycle.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Drive to Timely Closure

Includes actions to address customer perceived risk in opportunity win-plan.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Manage Customer Expectations

Manage Customer Expectations

Includes deployment / implementation plan as part of joint close-plan in a disciplined way.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

Manage Customer Expectations

Is able to articulate the value of deployment / implementation plan at any time.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

All Areas / All Activities

Develops and shares a detailed opportunity win-plan (includes opportunity strategy, relationship building plan, negotiating plan, etc.)

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.

All Areas / All Activities

Uses opportunity win-plan to guide opportunity activities, time and effort.

None of them at all.

Some of them, but none well.

Some of them well, some of them not.

Most of them well.

All of them well.