ACCOUNT PLAN
The written strategy for each named account: the buying committee mapped by name and role, the value hypothesis specific to that account, and the sequence of moves that turns it from target to signed.
GTM · Enterprise
Go-to-market for
Enterprise.
Go-to-market for six- and seven-figure deals: account strategy, buying-committee navigation, procurement, and proof-of-value design.
ENTERPRISE BUYING GROUP
Keep a complex account in view.
Eight stakeholders · Three departments
RP
Executive sponsorBusiness priorities
AM
Evaluation committeeProduct and security review
NS
ProcurementCommercial and legal process
Subject: Your next account review
Hi Riya, I noticed your team is expanding into a new segment. Would a short account-planning example be useful?
Stakeholder map reviewed with account owner
Where we can help
- Growth Legendary plans and runs go-to-market for companies selling six- and seven-figure deals to enterprise buyers.
- Scope covers account strategy, buying-committee navigation, proof-of-value design, and deal governance.
- The goal is a close you can repeat and a forecast that holds.
What we build
PROOF-OF-VALUE DESIGN
A pilot with a written success criterion, the data needed to evaluate it and an agreed commercial path if the criterion is met.
PROCUREMENT PLAYBOOK
The security questionnaire, the DPA, the model contract, the objection handlers, the pricing floors - assembled once, kept current, and put in the champion's hands the day the deal enters procurement.
DEAL GOVERNANCE
A weekly forecast review with the criteria for each stage written down and enforced. What is committed is committed; what is optimism is labelled as such.
Measures for the engagement
- Procurement cycle length, shortening
- Year-one contract value, rising
- Win rate on qualified opportunities, rising
When this practice is a fit
The following needs sit outside this practice:
- Transactional purchases closed inside a quarter without a procurement review.
- Companies whose product is not yet ready for an enterprise security review.
- Sellers looking to buy meeting-booking as a service rather than a rebuild of the enterprise motion.
QUESTIONS
Before we get started
Do you sit in front of our enterprise buyers?
Not as the seller. A partner joins strategic reviews and, where useful, exec-level conversations. The commercial relationship stays with your team; the system that supports it is ours to build.
What size deal is this for?
The economics start to work at roughly $150,000 in first-year contract value and become obvious above $500,000. Below that, a simpler B2B or SaaS motion is usually the honest recommendation.
Can you help unstick a specific deal?
Occasionally, as a two- to three-week Sprint. More commonly the deal in question is a symptom of a system that produces stuck deals, and that is where the durable work is.
Do you write RFP responses?
We build the components a response is assembled from - the security pack, the reference architecture, the pricing model - and we review responses. Writing each RFP verbatim is your team's craft.
Where we start
Tell us what you want to grow.
Share your goal, current setup and the work you need help with.