SPLM Channel Partner Annual Business Plan

Final Version for FY2014

Partner Name: ALLMETECH TOOLS & MACHINES SRL

Business Plan:

Annual

Initial

Use Instuctions:
1. Please use the Cover Page or the links on the right of every page to navigate.
2. All sections should be completed before sign-off.
3. Only cells highlighted in light grey can be edited. Other cells are locked so that auto calculation can work.
Goals:
1. Collaborative exchange of information and ideas
2. Share best practices for growth and profitability
3. Create accountability for both SIEMENS and Partner organization
4. Build a results oriented plan for growth
Sign-off & Compliance Statement
Business Planning Sections:
1. Your Business
Your Revenue Profile
Your Business Goals
2. Your Siemens Business
Net Siemens Revenue
Industry Focus/Software Revenue by Vendor
Revenue Goals and Tactics
FY2014 Quota Plan
Customer Satisfaction Goals
3. Marketing
4. Capacity - Staffing
Tier 2
5. Product & Enablement
Training & Certifications
6. Business Process Issues & New Ideas
Appendix A: Revenue Planning / Opportunity Planning
Appendix B: Quarterly Business Review

Sign off
By signing off this business plan, both the Partner and Siemens Channel Manager are confirming that the contents reasonably reflect the current business situation.

Name

Title

Signature

Date

Siemens Channel Manager

CRISTIAN UCEANU

(Check the box or Sign here)

CEO/Owner Partner

RAMONA ROSCA

(Check the box or Sign here)

COMPLIANCE STATEMENT: Siemens believes that only compliant business is good business. Siemens complies with all applicable anti-corruption, antitrust, anti-money laundering and other criminal laws,
rules and regulations in countries in which it conducts business. Checking this box indicates that we have discussed Siemens' attitude and approach to compliant business together as part of the Business
Planning process:
Siemens Channel Manager
Channel Partner
Completed, signed business plan must be uploaded to Salesforce.com. Please contact AP Partner Service Center (partnersupport_ap.plm@siemens.com).

Section 1: Your Business

Partner Overview
ALLMETECH TOOLS & MACHINES SRL

Partner Name
Link to Salesforce.com
Partner Account

https://na13.salesforce.com/001a000001PO17v
(Please refer to the SFDC partner account page for other information of the partner)

Authorized SIEMENS
Sales & Territory Coverage

ROMANIA

Insert Partner Territory Map

ROMANIA

Siemens Authorised Training

Partner

Yes

No

Section 1: Your Business - Revenue Profile

Channel Partner Overall Company Revenue Profile
2014 Revene
$

Total Top Line

Partner Revenue

Hardware
Software
Maintenance
Training
Services
Total

55000
10400

65400

%
0%
84%
16%
0%
0%
100%

2015 Projected
$
Hardware
Software
Maintenance
Training
Services
Total

120000
21600

141600

% Diff (+/-)
%
#VALUE!
85%
15%
0%
0%
100%

#VALUE!
218%
208%
#DIV/0!
#DIV/0!
217%

Section 1: Your Business - Goals

What are your top three (3) goals this year?
1)
2)
3)

What are your competitive challenges as a company?

1)
2)
3)

What are your strategic differentiators?

1)
2)
3)

Section 2: Your Siemens Business

What are your barriers, if any to selling SIEMENS products?
1)
2)
3)

What are the biggest market opportunities for SIEMENS products?

1)
2)
3)

What other complimentary products or platforms are you licensed to sell or OEM?
1)
2)
3)

Section 2: Your Siemens Business

Channel Partner Siemens Revenue (Net to Siemens)

NX CAD
NX CAE
Siemens Revenue
TC
by Application
NX CAM
(non-Velocity)
TCNO
SES
LMS
Total
Solid Edge
Total Siemens
Revenue by
Application
(Velocity)

2014 Revenue
$
%
0
0%
0
0%
0
0%
47000
100%
0
0%
0
0%
0
0%
47000
100%
$
%

Maint
0
0
0
9200
0
0
0
9200
Maint

NX CAD
NX CAE
TC
NX CAM
TCNO
SES
LMS
Total

8000

1200

Solid Edge

100%

2015 Projected
$
%
40000
40%
0%
0%
60000
60%
0%
0%
0%
100000
100%
$
%
20000

100%

18000
Maint

% Diff (+/-)
%
#DIV/0!
#DIV/0!
#DIV/0!
128%
#DIV/0!
#DIV/0!
#DIV/0!
213%
%

3600

250%

Maint
7200

10800

FEMAP

0%

FEMAP

0%

#DIV/0!

TC Express

0%

TC Express

0%

#DIV/0!

0%

0%

#DIV/0!

CAM
Express
Total

8000

100%

1200

CAM
Express
Total

20000

100%

3600

250%

Summary Table
2014 Revenue
$
%
Total Non
Velocity
Business:
Siemens Revenue Total
Net To Siemens Velocity
Business:
Total
Siemens
Business:

% Diff (+/-)

2015 Projected
$
%

47000

85%

9200

8000

15%

1200

55000

100%

10400

Total Non
Velocity
Business:
Total
Velocity
Business:
Total
Siemens
Business:

100000

71%

18000

213%

40000

29%

3600

500%

140000

100%

21600

255%

Channel Partner Siemens Total Revenue by Training & Services - where applicable

NX CAD
NX CAE
Total Revenue by TC
Training &
NX CAM
Services
TCNO
(non-Velocity) SES
LMS
Total Non
Velocity:

2014 Revenue
Training $ Services $
0
0
0
0
0
0
0

2015 Projected
Training $ Services $
NX CAD
NX CAE
TC
NX CAM
TCNO
SES
LMS
Total Non
Velocity:

Training $ Services $
Solid Edge
Total Revenue by
FEMAP
Training &
Services
TC Express
(Velocity)
CAM
Express
Total
Velocity:

Solid Edge

FEMAP

TC Express

#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
0

#DIV/0!

Training $ Services $

% Diff (+/-)

CAM
Express
Total
Velocity:

#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
0

#DIV/0!

Section 2: Your Siemens Business

Industry Focus & Revenue by Vendor
Industry Focus
2014 Revenue
$

2010 Revenue

Industry Focus

Automotive
Aero/Defence
High Tech
CPG
Federal
Industrial
Machine
Medical
Other

Total

2015 Projected
%
#VALUE!
0%
0%
0%
0%

80000

100%

80000

0%
0%
#VALUE!

Automotive
Aero/Defence
High Tech
CPG
Federal
Industrial
Machine
Medical
Other

% Diff (+/-)

$
57000

%
33%
0%
0%
0%
0%

115000

67%

144%

172000

0%
0%
100%

#DIV/0!
#DIV/0!
215%

100%
0%
0%
0%
100%

215%
#DIV/0!
#DIV/0!
#DIV/0!
215%

#VALUE!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!

Software Revenue by Vendor

Software
Revenue by
Vendor
Total

Siemens PLM
HURCO
EMCO
Vendor #4

80000

80000

100%
0%
0%
0%
100%

Siemens PLM
HURCO
EMCO
Vendor #4

172000

172000

Section 2: Your Siemens Business

Revenue Goals & Tactics:
Objective:
Strategy:
Action:

Resources

Owners

Timeline

Revenue Goals & Tactics:

Objective:
Strategy:
Action:

Resources

Owners

Timeline

Revenue Goals & Tactics:

Objective:
Strategy:
Action:

Resources

Owners

Timeline

Section 2: Your Siemens Business

$K
License
Maintenance
Training
(optional)
Services
(optional)
Total
Quarterly Split
License
Non-Velocity
NX CAD
NX CAE
TC
NX CAM
TCNO
SES
LMS
Velocity
Solid Edge
FEMAP
TC Rapid Start
CAM Express
Maintenance
Non-Velocity
NX CAD
NX CAE
TC
NX CAM
TCNO
SES
Velocity
Solid Edge
FEMAP
TC Rapid Start
CAM Express

$
$

Q1
30,000
5,400

FY2014 Quota / Plan (Net to Siemens Revenue) based on sales history and marketing efforts.
Q2
Q3
Q4
85%
$
30,000
85%
$
30,000
85%
$
30,000
85%
15%
$
5,400
15%
$
5,400
15%
$
5,400
15%

35400

15,000

$
$

5,000
5,000

$
$
$

4,500
1,800

2,700

$
$

900
900

85%
15%

0%

0%

0%

0%

0%

0%

0%

0%

0%

100%

25,000
10,000

Total
120,000
21,600

0%

35400

25%
$
$
$

$
$

100%
25%

30,000
83%
33%
0%
0%
50%
0%
0%
0%
17%
17%
0%
0%
0%
5,400
83%
33%
0%
0%
50%
0%
0%
17%
17%
0%
0%
0%

$
$
$

25,000
10,000

15,000

$
$

5,000
5,000

$
$
$

4,500
1,800

2,700

$
$

900
900

35400

25%
Quota Split by Products
30,000 $
83%
$
25,000
33%
$
10,000
0%
0%
50%
$
15,000
0%
0%
0%
17%
$
5,000
17%
$
5,000
0%
0%
0%
5,400 $
83%
$
4,500
33%
$
1,800
0%
0%
50%
$
2,700
0%
0%
17%
$
900
17%
$
900
0%
0%
0%

100%

35400

100%

141600

100%

25%
30,000
83%
33%
0%
0%
50%
0%
0%
0%
17%
17%
0%
0%
0%
5,400
83%
33%
0%
0%
50%
0%
0%
17%
17%
0%
0%
0%

$
$
$

25,000
10,000

15,000

$
$

5,000
5,000

$
$
$

4,500
1,800

2,700

$
$

900
900

30,000
83%
33%
0%
0%
50%
0%
0%
0%
17%
17%
0%
0%
0%
5,400
83%
33%
0%
0%
50%
0%
0%
17%
17%
0%
0%
0%

$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$

100,000
40,000
60,000
20,000
20,000
18,000
7,200
10,800
3,600
3,600
-

120,000
83%
33%
0%
0%
50%
0%
0%
0%
17%
17%
0%
0%
0%
21,600
83%
33%
0%
0%
50%
0%
0%
17%
17%
0%
0%
0%

Section 2: Your Siemens Business

Customer Satisfaction Goals
Objective:
Strategy:
Action:

Resources

Owners

Timeline

Customer Satisfaction Goals

Objective:
Strategy:
Action:

Resources

Owners

Timeline

Customer Satisfaction Goals

Objective:
Strategy:
Action:

Resources

Owners

Timeline

<Channel Partner Company Name> - Marketing

MARKETING OBJECTIVES What are your Top Marketing Objectives for the upcoming year?:
Objective 1:

To help meet your company's objective of.

Objective 2:

To help support Sales Target of xxxxx

Objective 3:

To help support Sales Target of xxxxx

MARKETING STRATEGIES What are your Marketing Strategies to meet your Marketing Objectives?:
Objective 1:

To help meet your company's objective of.

Strategy:
Specific Actions Needed?:
Objective 2:

To help support Sales Target of xxxxx

Strategy:
Specific Actions Needed?:
Objective 3:

To help support Sales Target of xxxxx

Strategy:
Specific Actions Needed?:
YOUR COMPANY'S MARKETING STRENGTHS, WEAKNESS, OPPORTUNITIES, THREATS (SWOT) ANALYSIS:
Strengths: Positive Internal

Opportunities:

1)

1)

2)

2)

3)

3)

Weakness: Negative Internal

Threats: Negat

1)

1)

2)

2)

3)

3)

Marketing Campaign 1 -to achieve your marketing objective, MQL Target, and support your business initiatives and rev

Marketing Campaign Name

# 1 Description

Existing, New, Both

Target Accounts:

Program Category *

Program Owners
Partners Budget (USD)
Forecast Program Leads
(PL) # *
Actions Required

Action Owner

* Program Category includes 1) Existing Accounts; 2) Industry Solution; 3) Pick a Fight; 4) New Market
* Program Leads means that customer is interest Siemens PLM Softwares product or solution, and wants call to action.
* Marketing Qualified Leads means that customer confirms to have budget to buy Siemens PLM Softwares products or solutions within 12 months.

Additional description
(if needed)

Marketing Campaign 2 -to achieve your marketing objective, MQL Target, and support your business initiatives and rev

Marketing Campaign Name

# 1 Description

Existing, New, Both

Target Accounts:

Program Category *

Program Owners
Partners Budget (USD)
Forecast Program Leads
(PL) # *
Actions Required

Action Owner

* Program Category includes 1) Existing Accounts; 2) Industry Solution; 3) Pick a Fight; 4) New Market
* Program Leads means that customer is interest Siemens PLM Softwares product or solution, and wants call to action.
* Marketing Qualified Leads means that customer confirms to have budget to buy Siemens PLM Softwares products or solutions within 12 months.

Additional description
(if needed)

Marketing Campaign 3 -to achieve your marketing objective, MQL Target, and support your business initiatives and rev

Marketing Campaign Name

# 1 Description

Existing, New, Both

Target Accounts:

Program Category *

Program Owners
Partners Budget (USD)
Forecast Program Leads
(PL) # *
Actions Required

Action Owner

* Program Category includes 1) Existing Accounts; 2) Industry Solution; 3) Pick a Fight; 4) New Market
* Program Leads means that customer is interest Siemens PLM Softwares product or solution, and wants call to action.
* Marketing Qualified Leads means that customer confirms to have budget to buy Siemens PLM Softwares products or solutions within 12 months.

Additional description
(if needed)

Marketing Campaign 4 -to achieve your marketing objective, MQL Target, and support your business initiatives and rev

Marketing Campaign Name

# 1 Description

Existing, New, Both

Target Accounts:

Program Category *

Program Owners
Partners Budget (USD)
Forecast Program Leads
(PL) # *
Actions Required

Action Owner

* Program Category includes 1) Existing Accounts; 2) Industry Solution; 3) Pick a Fight; 4) New Market
* Program Leads means that customer is interest Siemens PLM Softwares product or solution, and wants call to action.
* Marketing Qualified Leads means that customer confirms to have budget to buy Siemens PLM Softwares products or solutions within 12 months.

Additional description
(if needed)

Marketing Campaign 5 -to achieve your marketing objective, MQL Target, and support your business initiatives and rev

Marketing Campaign Name

# 1 Description

Existing, New, Both

Target Accounts:

Program Category *

Program Owners
Partners Budget (USD)
Forecast Program Leads
(PL) # *
Actions Required

Action Owner

* Program Category includes 1) Existing Accounts; 2) Industry Solution; 3) Pick a Fight; 4) New Market
* Program Leads means that customer is interest Siemens PLM Softwares product or solution, and wants call to action.
* Marketing Qualified Leads means that customer confirms to have budget to buy Siemens PLM Softwares products or solutions within 12 months.

Additional description
(if needed)

support your business initiatives and revenue

Supported Business
Initiatives

Industry

Number of Accounts

Focused Products

Execution Period
Requested MDF (USD)
Forecast Marketing
Program Leads (MQL) # *
Due Date

et
wants call to action.
ftwares products or solutions within 12 months.

Requested Support from Siemens

support your business initiatives and revenue

Supported Business
Initiatives

Industry

Number of Accounts

Focused Products

Execution Period
Requested MDF (USD)
Forecast Marketing
Program Leads (MQL) # *
Due Date

et
wants call to action.
ftwares products or solutions within 12 months.

Requested Support from Siemens

support your business initiatives and revenue

Supported Business
Initiatives

Industry

Number of Accounts

Focused Products

Execution Period
Requested MDF (USD)
Forecast Marketing
Program Leads (MQL) # *
Due Date

et
wants call to action.
ftwares products or solutions within 12 months.

support your business initiatives and revenue

Requested Support from Siemens

Supported Business
Initiatives

Industry

Number of Accounts

Focused Products

Execution Period
Requested MDF (USD)
Forecast Marketing
Program Leads (MQL) # *
Due Date

et
wants call to action.
ftwares products or solutions within 12 months.

support your business initiatives and revenue

Requested Support from Siemens

Supported Business
Initiatives

Industry

Number of Accounts

Focused Products

Execution Period
Requested MDF (USD)
Forecast Marketing
Program Leads (MQL) # *
Due Date

et
wants call to action.
ftwares products or solutions within 12 months.

Requested Support from Siemens

Section 4: Staffing
Organization capacity planning (Employee Breakdown)
Sales - main role to resell Siemens products, excluding inside sales, telemarketers and maintenance sales
Technical - main role to support the selling of Siemens products and to provide technical services for customers, including pre-sales technical, training
services, software development
Marketing - main role to provide marketing support of selling Siemens products and to promote Siemens products in the market
(Exising personnel record should match with Siemens PL partner relationship management system - salesforce.com. Please check with AP Partner
Service Center to confirm.)
Non-Velocity
2014
#
Sales
Technical
Marketing
Total

%
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!

2015 Projected
#
Sales
Technical
Marketing
Total

% Diff (+/-)
%
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!

#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!

Velocity
2014
#
Sales
Technical
Marketing
Total

%
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!

2014
#
0
0
0
0

%
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!

2015 Projected
#

% Diff (+/-)

Sales
Technical
Marketing
Total

%
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!

Sales
Technical
Marketing
Total

2015 Projected
#
0
0
0
0

%
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!

#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!

Total

Sales
Technical
Marketing
Total

% Diff (+/-)
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!

Section 4: Tier 2
Please complete this section if the partner has or plans to have a 2nd tier of resellers in the fiscal year being planned
# of Resellers
Existing
New 2nd-tier to be added this year

Reseller List
Reseller Name

Products Targeted

Industry Targeted

Geography

FY2013 SW Actual (net to

SPLMS)

Roll-up Quota:
$
FY2014 SW Quota Plan (Net Revenue to SPLMS)
Q1
Q2
Q3
Q4
FY
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$

+/- %
-

#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!

Existing

Sales
Plan to Add

Total
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0

Existing

Technical
Plan to Add

Total
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0

Existing

Marketing
Plan to Add

Total
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
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Section 5: Product and Enablement

SIEMENS Products Contractually Licensed to sell (check all that apply for validation)
Please Use the Latest from New Global Contracts
NX

Velocity

NX-CAD

Velocity-CAD

NX-CAE

Velocity-CAE

NX-CAM

Velocity-CAM

NX-Support (pre-requisite for all NX products)

Velocity-PDM

NX-Legacy

Velocity-Support (pre-requisite for all Velocity

products)

NX-CAD-I-deas
NX-CAE-I-deas

Tecnomatix

NX-CAM-I-deas

Electronics
Mechanical

Teamcenter
Teamcenter
Teamcenter-Support (pre-requisite for all TC
products)

Components
Parasolid
Geolus

Academic

Relestream

NX

PLM-XLM

Teamcenter

PLM-VIS

Velocity

JT Open

Tecnomatix

SES (Vistagy Products)

FiberSIM
SynchroFIT

LMS Products
LMS Imagine.Lab
LMS Samtech
LMS Test.Lab
LMS Test.Xpress
LMS Tec.Ware
LMS Sound Brush
LMS Scadas
LMS Virtual.Lab
LMS Engineering Services

Custom Bundles
Automotive Supplier
General Motors Supplier
Nissan

Section 5: Product and Enablement

Training and Certifications
Please put the "X" in the appropriate color in the boxes provided
Planned
X
In-Process
X
Completed
X
Training/Certification Plan
(Partner) Team

Siemens PLM
Messaging

Solid Edge
Sales
Tech

Siemens PLM
Messaging

Sales

TC & TC RS
Sales
Tech

NX CAD
Sales
Tech

NX CAM/x
Sales
Tech

Marcy Technical
Joes Sales

Training/Certification Plan
(Partner) Team

TCNO

CAE
Tech

Sales

LMS
Tech

Sales

Tech

Marcy Technical
Joes Sales

Education / Training Plan for Partner Organization

Agree to training plans for FY14
Future Training Plans:
EXAMPLE.
w/c 12th February 2014 (Location in EMEA TBD)
Estimated Date of Training:
New Hire Sales Training
Description
Status / Timeline:
Estimated Date of Training:
Description
Status / Timeline:

EXAMPLE.

w/c 27th February 2014 (Location in EMEA TBD)

PSP Workshop 1

Estimated Date of Training:

Description
Status / Timeline:

EXAMPLE.

w/c 7th May 2014 (Location in EMEA TBD)

PSP Workshop 2

Estimated Date of Training:

Description
Status / Timeline:

EXAMPLE.

w/c 3rd February 2014 (Location in EMEA TBD)

Technical - Teamcenter Advanced - See below for Technical Enablement Calendar

Section 6: Business Process, Business Issues, New Ideas

Business Process & Alignment Goals
Objectives
1) Lead Acceptance
2) Forecasting
3) Opportunity Registration
4) AR Currency
5) Other
Strategy:
Action:

Category

Resolution Plan
Issue 1
Issue 2
Issue 3
New Ideas/Suggestions

Resources

Owners

Timeline

Identify Issues (good, bad, effective, needs improvement, status)

Status/Timeline

Appendix A
Revenue Planning / Opportunity Planning
Map Top 3 Account / Initiative Coverage - Identify if Opportunity Registration is required by account
Needs to be registered
Target Accounts:
Existing Acct
New Acct

Account Overview
Overview of Opportunity
(engagement description):
Type of customer:
Competitive/Legacy issues:
Products targeted:
Action items for the quarter:
Owner:
Due Date:
Account Overview
Overview of Opportunity
(engagement description):
Type of customer:
Competitive/Legacy issues:
Products targeted:
Action items for the quarter:
Owner:
Due Date:
Account Overview
Overview of Opportunity
(engagement description):
Type of customer:
Competitive/Legacy issues:
Products targeted:
Action items for the quarter:
Owner:
Due Date:

Switch Acct

New

Displacement

Vertical

Contract

New

Displacement

Vertical

Contract

New

Displacement

Vertical

Contract

Joint SIEMENS led

Appendix B
Quarterly Business Review
Please provide Siemens QBR Template or
Modification will be required of the entry level IPED template
Quarterly Business Review (QBR) Template
(Use with the Annual Partner Joint Business Plan)
Channel Account Manager ______________________________ Date __________ Fiscal Year _______
Partner Name
Partner #
Name

Comments

Quarterly Goal

Quarterly Attainment

Meeting Attendees

Revenue Goal #1
Revenue Goal #2
Non-product Metrics,
e.g. SMB, New
Accounts, etc.
Revenue and/or Non-Product Metrics
Course Correction Required? Or Replicate Successes?
1
2
3
Staffing Goals
Course Correction Required? Or Replicate Successes?
1
2
3
Enablement (Education) Goals
Course Correction Required? Or Replicate Successes?
1
2
3
Marketing (Demand Generation) Goals
Course Correction Required? Or Replicate Successes?
1
2
3