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Figure Figure 1 Go-to-market & pricing

The row behind the account score

Keep the ranking, resource, buyer evidence, strategic exception, and challenge in separate fields. A score is not a decision until the allocated resource is named.

A six-column worksheet for an account-ranking decision: neutral account identifier, resource allocated, economic evidence, buyer evidence, strategic exception, and the person who can challenge and decide.ACCOUNT ORSEGMENTUse a neutralidentifier, nota private name.RESOURCEALLOCATEDAttention, specialisttime, access, service,channel protection, orcustomization.ECONOMICEVIDENCEPotential, margin,cost to serve, orcoverage need.BUYER EVIDENCEDecision-maker, user,relationship,adaptability or cost.STRATEGICEXCEPTIONWhy the resource isprotected and whento review it.CHALLENGE ANDOWNERWho can contestthe ranking andwho decides.The score is only one field. If the resource, buyer evidence, or challenge route is blank, the ranking is a hidden allocationrather than a complete decision record.
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Reference & Evidence

Source: Author's decision worksheet grounded in Friend, Curasi, Boles, and Bellenger (2014) and Sharma and Mehrotra (2006). The worksheet contains no private account, score, or current-employer data.

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