Account Planning

Goal

Produce a structured, actionable account plan covering business goals, stakeholder map, risks, and prioritized next plays for a named account.

Trigger

Invoke when preparing for a QBR, renewal, expansion motion, or any strategic account review for a specific account.

Steps

1. 1

   Using your connected tools (for example the CRM account record, call transcripts from Gong, recent email threads, and open support tickets), gather everything relevant to $account_name: contract value, renewal date, product usage trends, recent sentiment, stakeholder changes, and any open opportunities. If a needed tool isn't connected, ask the user to paste what's available.

   • □Renewal date and contract value captured
   • □Recent interactions and sentiment identified
   • □Usage or adoption data retrieved if available
2. 2

   Identify and map the key stakeholders at the account: name each person's role, level of influence (high/medium/low), current sentiment toward your product, and any known gaps in relationship coverage (e.g. no executive sponsor, unknown budget owner). Flag stakeholders who have recently changed roles or gone dark.

   • □At least one economic buyer identified
   • □Champion and any detractors flagged
   • □Relationship gaps or at-risk contacts noted
3. 3

   Define the account's top 2–3 business goals and strategic priorities based on what has been shared in calls, emails, or CRM notes. Then map how your product directly supports each goal, noting where the value connection is strong versus unclear or unproven.

   • □Business goals stated in the customer's own language
   • □Product-to-goal alignment rated for each goal
   • □Any misalignment or value gaps surfaced
4. 4

   Identify the top risks to retention, expansion, or relationship health at this account. Categorize each risk (e.g. competitive threat, low adoption, stakeholder churn, budget pressure, unresolved support issues) and assign a severity level — high, medium, or low — with a brief rationale for each.

   • □At least two risks identified and categorized
   • □Severity assigned to each risk
   • □Any existing mitigation actions noted
5. 5

   Generate 3–5 prioritized next plays — specific actions with clear owners, timelines, and intended outcomes. Plays should address the identified risks, deepen stakeholder relationships, advance business goal alignment, or unlock expansion. Each play should be concrete enough to schedule, not generic advice.

   • □Each play has a specific action, owner role, and timeframe
   • □Plays address at least one risk or relationship gap
   • □At least one play targets executive or champion engagement
6. 6

   Assemble the full account plan as a structured document with clearly labeled sections: Account Snapshot, Stakeholder Map, Business Goals & Alignment, Risks, and Next Plays. Add a one-paragraph executive summary at the top suitable for a VP or AE to skim in 60 seconds.

   • □All five sections present and populated
   • □Executive summary is concise and insight-led
   • □Plan is ready to share or paste into a slide or doc

Output format

A structured account plan with six labeled sections: (1) Account Snapshot — key facts, ARR, renewal date, health score; (2) Stakeholder Map — table of names, roles, influence, sentiment, and gaps; (3) Business Goals & Alignment — goals paired with product value mapping; (4) Risks — categorized and severity-rated list; (5) Next Plays — prioritized action table with owner and timeline; (6) Executive Summary — 3–5 sentence narrative at the top.