The catalogue SalesAccount PlanningJudgment

Service SL2A

Strategic Account Plan

Runs judgment. Starts when the annual doctrine review opens. It runs 2 times a week across 8 stations. 2 of those stations stop for a person and 6 are done by an agent, none of them on the shared spine.

Runs a week

149 in flight right now.

Stations

2 person · 6 agent · 0 spine

Agent share of steps

75%

Autonomy on this service is set at 64% against a ceiling of 72%.

Decisions a person makes

Held by VP Strategic Accounts.

Touchless

33%

Share of runs that complete without anybody opening them.

Timetable against actual

399.9h

Actual 334.6h, 65.3h under the timetable.

Operations

The lane diagram

Read it left to right. more

Person2 stations and 58% of the dwellAgent6 stations and 42% of the dwellShared spine0 stations and 0% of the dwell1 crossing between lanes

Human

decides

Agent

does the work

GBS

shared spine

System

attributed by rule

Customer Relationship Management

Contract Lifecycle Management

Click any station to see who does it, what it costs in time, the rule that gates it and the system attributed to it.

Operations

Every station in order

The same stations as a list, with the dwell the estate records against each one and the system a station of that shape would touch.

#	Station	Lane	Who	Layer	Dwell	Target	In flight	System
1	Frame account	Agent	Account Research Agent	strategy	52h 58m	68h 6m	16	Customer Relationship Management
2	Research	Agent	Stakeholder Map Agent	strategy	40h 26m	68h 5m	20	Customer Relationship Management
3	Map stakeholders	Agent	Whitespace & Cross-sell Agent	strategy	40h 49m	70h 30m	31	Customer Relationship Management
4	Model growth paths	Agent	Competitive Position Agent	strategy	69h	139h 50m	31	Customer Relationship Management
5	Draft plan	Agent	Relationship Health Agent	strategy	35h 57m	81h 37m	42	Customer Relationship Management
6	Challenge	Agent	Account Strategy Agent	strategy	63h 58m	112h 59m	0	Customer Relationship Management
7	Rep review Held for a named human when the unit exceeds the account plan decision envelope, when confidence falls below the floor, or when a policy clause is engaged.	Human	VP Strategic Accounts	policy	198h 10m	362h 1m	3	Contract Lifecycle Management
8	Ratify Held for a named human when the unit exceeds the account plan decision envelope, when confidence falls below the floor, or when a policy clause is engaged.	Human	VP Strategic Accounts	policy	212h	294h 41m	6	Contract Lifecycle Management

Operations

Run it

Change the volume, move the autonomy line, release a gate, and watch what happens to the hours in each lane and to the time it takes one run to get through. more

Move something

Demand100%

2 a week is what the estate records. more

Decisions handed to agents0 of 2

Cheapest decision first. The last gate never moves: something on this service always ends with a person.

People on the gates24 people

Each one is assumed to have 2,100 productive minutes a week, which is 35 hours.

Agent speed100%

100% is the dwell the estate records today. more

Person time a week

820.3h

2 items at 24,610 minutes of decision each.

Agent time a week

606.3h

18,188 minutes an item, which does not compete for a person.

Gate load

98%

Inside capacity, with 19.7h of headroom.

Stations without a person

75%

2 gates left on 8 stations.

Where an item spends its time

58% waiting on a person

42% in the agent lane

An item now takes 42,798 minutes of worked time end to end against 42,798 in the recorded estate, a change of +0%. This is worked time, not calendar time: nothing here models a queue or a weekend.

What this model is, on Strategic Account Plan

The simulation is arithmetic on the estate, not a queueing model. more

How it runs

Run it again, going wrong

The same unit and the same stations, broken the way the estate already records breaking. more

8 stations, walked twice

Once clean, once with the categories the estate counts

This is the same unit on the same stations, breaking. more

No break below was chosen. more

One play head, two tracks, the same scale. The clean run stops when it runs out of stations; the other one keeps going.

As written

8 stations, nothing waiting, nothing sent back

0 min of 29.7 days

now Frame account · Account Research Agent · 2.2 days

As the ledger has it

the same stations, plus 4 categories the estate already counts

0 min of 30.5 days

now Frame account · Account Research Agent · 2.2 days

personagentshared spinework the break addsnobody working it

What breaks, and where it is counted

No break below was chosen. more

What the two runs say together

4 counted categories land on this procedure. more

What this run cannot claim

These breaks are shown together on one unit so the shape of a bad day fits on one screen. more

Two clocks run. Worked time is the sum of the time the work is actually being done … more

Live observability

Systems this service would touch

Attributed by rule from the function's system list. more

2 systems attributed

0 of 2 returning records

The system register

Customer Relationship Management

Salesforce Sales Cloud · crm · bidirectional · critical

modeled

6 of 8 stations attributed here · would write back

Contract Lifecycle Management

Icertis · legal · bidirectional · high

modeled

2 of 8 stations attributed here · would write back

System attribution is a rule, not a reading. more

Who runs it

Orchestration and accountability

Orchestrated by: Account Planning Orchestrator
That orchestrator’s remit: Owns account plan work end to end inside Sales. Runs 3 lines across 18 stations, drains the repeatable share into no shared tower, and holds 4 human gates.
Accountable person: VP Strategic Accounts
Sub-function: Account Planning
Shared spine tower: Not on the shared spine
Hand-over points: None — this service stays inside its function

Other services in this sub-function

2 alongside this one

Quarterly Account ReviewSL2B Executive Sponsor BriefSL2C

What this page is and is not

This is a catalogue of the modeled estate. more