Introduction

Kimthu / Djénébou / Bob

11:00

11:10

Welcome

Brief agenda review

Parking Lot

Team introduction

All

11:10

11:30

Brief introductions (name, location, how long you've been at OSI, role)

2018 Results and accomplishments

Glenn / Ahmad

11:30

12:00

Combined Stats:

SRP/eSRP

New Logos / New EAS onboarded

Pro-active Engagements

Couple of success stories: lead to shortly present (if possible, one for each responsibilities)

High level retrospective with Account Management

Team responsibilities

Kimthu / Djénébou / Bob

13:00

14:15

·        One Team

·        Core Focus

·        Renewal

·        Onboarding

·        Deployment

·        Adoption

·        Expansion

·        Tech, Mid Touch, High Touch Teams

·        High level metrics

·        Segmentation

·        Timeline & Next Steps

Sales Force short update

Carolyn / Ryan

14:15

14:45

High Level Introduction mentioning the changes (ahead of Friday training)

Set expectations: three ways of using Sales Force, but goal to merge the functionalities after go live

BREAK

14:45

15:00

Group Exercise

Carolyn / Ryan

15:00

16:00

Break into  mixed groups to discuss current experiences:

Theme 2018 to keep in mind:

·        Focus

·        Alignment

·        Proactive

·        Ice Breaker:

Each person will share within the team which challenge account they picked and why?

·        Exercise:

·        What are your experiences with dealing with your customers in the following areas of concentration? What worked? What can we do better? What did you learn from the other team that was news to you?

·        Renewal (SRP/ESRP/EA Term Renewal) / Reinstatement

·        Onboarding (Customer perspective)

·        Deployment - EA and connected services?

·        Adoption (licensed product usage and number of sites using their licensed products)

·        Expansion

Sharing results of the exercise

All

16:00

16:30

Wrap-up

All

16:30

16:45