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Account Plan and Forecasting for Manufacturing by

The Hitachi Solutions team continues to stay heads down on updates and additions to all of our Dynamics CRM industry products.  One of the latest product features across multiple industry products is our Account Plan and Forecasting functionality.  This feature is currently released in our Transportation and Discrete Manufacturer products and soon to be released in Building Products Manufacturer (BPM) and Dealer industry solutions.  Below I will discuss the Account Plan and Forecasting feature and how it adds value to customers and to our industry solutions.

Account Plan

The Account Plan enables tracking and automation of annual or ongoing planning activities and consolidates measurable results to ensure plans are being executed.  The Account Plan captures the strategy and targets for customers.  The system then allows the creation of track-able activities to measure the execution of the Account Plan.  The Account Plan also allows for the allocation on forecasted quotas to individual customers or partners as part of the planning and forecasting process.  Associated to the Account Plan are a few other entities that help bring the Account Plan to life:  Account Plan Coverage Team, Account Plan Strategy, Account Plan Tasks, and Account Plan Forecasts.  Let’s discuss in greater detail below.

Account Plan
Account Plan
Account Plan 2
Account Plan Order History and Business Summary
Account Plan 3
Account Plan Business Summary Cont.

Account Plan Coverage Team

The Account Plan Coverage Team is the team involved in the account plan and accomplishing the objectives.  These team members’ relationship and roles not only drive automation and notifications but also keep the account plan objectives on track.  The coverage team allows a place for management to understand who from the company is on the account plan and what they are doing to drive opportunities, new business, or strengthen relationships. 

Account Plan Coverage Team
Account Plan Coverage Team

Account Plan Strategy

The Account Plan Strategy allows the sales manager to create multiple business strategies and determine who is going to complete specific tasks in a certain time frame to accomplish the account plan objectives.  

Account Plan Strategy
Account Plan Strategy

Account Plan Tasks

The Account Plan Tasks enables the sales user to track the individual efforts or a series of steps to achieve the strategy or goal.  These tasks roll up to account plan to allow for reporting at the management level on progress against the defined plan. 

Account Plan Task
Account Plan Task

Account Plan Forecast

The Account Plan Forecast allows sales users to allocate and track sales targets to customers and associated products or services.  The forecast supports products and service forecasts and volume/revenue over multiple time periods.  The Account Plan Forecast allows for detailed tracking at the product and service level to consolidate the targets and actual transactions to gauge performance against the planned forecasts.

Account Plan Forecast
Account Plan Forecast
Account Plan Forecast 2
Account Plan Forecast Cont.

 

I hope this post has been insightful.  Keep on the lookout for our upcoming product updates and releases that will include our Account Plan and Forecasting and much more.  If you have any questions or would like to see this in action, please Reach out today!