Trusted Advisor Sales Orchestration Guide | Marketing and Orchestration Playbook
Partner Account Manager Online Handbook

Trusted Advisor Sales Orchestration Guide

Need	For a large software development company, the trusted advisor sales representatives needed clear job descriptions and understanding of their role in a multi-discipline sales team, as well as standards for the job deliverables. This will enable sales to build strategic relationships with C-level executives, as well as trust and credibility for the company’s solutions.
Solution	D+A developed a methodology framework for job execution that was delivered in an attractive print-based and online format. This sales guide was organized by phase in the sales process and included: Key goals Key team members organized by the Responsibility, Accountability, Consultation, Inform (RACI) model Key tasks Time frames Best practices Additional resources needed to provide high quality outcomes
Success Factors	Key success factors were: Extensive interviews with key stakeholders at all levels in the organization Determine best sales process and team orchestration Collect best practices worldwide from high performers Deliver with aggressive timeframe
Result	The customer achieved these results: Greater accountability and consistency in partner engagement Better communication between manager and employee on process and deliverable standards Managers are better coaches of the sales process and team orchestration Better team integration and communication because of   Clear, shared expectations and priorities Common vocabulary Consistent time frames Standards for event management Sample materials for job deliverables Increased C-level contacts in the customer tracking tool