DM Focus Accounts

2 · Account Tier & Opportunity

Account Tier

Opportunity Stage (if active)

Opportunity Value ($)

Target Close Date

Tier Rationale

Next Tier-Up Criteria

1 · Org Chart & Key Decision Makers

Org Chart Notes / Link

Key Stakeholders

1c · AE Playbook Personas

Persona Mapping Notes

3 · Competitive Landscape

Known Competitors / Incumbents

Internal IT / Dev Resources

Build vs. Buy Stance

4a · Salesforce Footprint

SF Clouds in Use

SF Edition

# of SF Licenses

Org Health

Current SF Partner / SI

Contract Renewal Date

SF Gaps / Wish List

5 · Business Pain Points

Company Context (revenue, size, recent news, strategic initiatives)

Sales / Revenue Ops

Service / Support

Marketing / Demand Gen

IT / Engineering

Finance / Operations

Data & Analytics

6 · Relationship Map

Direct DM Connections (DM team member → their contact → relationship)

Mutual LinkedIn 2nd Degree

Shared Boards / Associations / Alumni

Salesforce Ecosystem Connections

Investor / Board Connections

7a · Value Propositions (Prioritized)

1

2

3

7b+7c · Plan of Attack

Business Outreach Strategy (primary play, sequence, content/assets, target meeting type)

Personal Outreach Angle (common interests, social triggers, events, personalized touches)

7d · Philanthropic & Community Angle

Their Known Causes

DM Overlap / Play

8 · Previous Engagements

Outreach Attempts (date · channel · response · outcome)

What Has Worked

What Has Not Worked

Key Open Questions

9 · Additional Notes & Intel