Standard operating procedure · SL2A · Sales

Strategic Account Plan

Judgment procedure owned by Account Planning in Sales. 8 numbered steps, 2 of them a person deciding and 6 of them agent work … more

Sales manual Service view

Procedure code

SL2A

Judgment

Rule versions in force

v5.7 · v3.0 · v2.5

3 governing rules stacked over it

In force since

2025-06-01

Earliest effective date across those rules

Last reviewed

2026-07-07

Latest review date across those rules

Rules approved by

VP Strategic Accounts

Rule health

3/3

0 under review · 0 superseded

There is no document register behind this header. The version, the dates and the approver names are read off the governing rules this procedure runs inside, which is the closest thing the estate holds to a document control record. Nobody wrote these procedures. There is no document library behind this page and no Word file anywhere in the estate. Every procedure below is generated from rows this platform already holds: the line and its ordered stations, the owning team and the person accountable for it, the policy items bound to that team, and the governance gates seeded against the function. The steps, the owners, the gates, the approvers, the dwell times and the volumes are read straight off those rows. The sentences that join them together are generated. Read a procedure as the estate describing itself, not as a document somebody signed.

Purpose and scope

What this procedure is for and where it stops

To run strategic account plan to one repeatable standard inside Account Planning, part of Sales. more

Entry condition

Runs judgment. Starts when the annual doctrine review opens.

Exit condition

The unit clears ratify, released by VP Strategic Accounts. more

In scope

Every unit of strategic account plan raised inside Account Planning, from the trigger below through to the final step.
6 of the 8 steps, which run without a person present.
2 decisions that stop the line until a named person releases it.

Out of scope

Anything outside the envelope set by the owning team. It leaves the line at a gate and becomes the named approver's decision.
Work that belongs to another function. This line records no handoff, so nothing leaves it mid-flow.
Shared-spine work. This line has none; every step is done inside the function.

Who owns it

Runs the line

Account Planning Orchestrator

Accountable person

VP Strategic Accounts

The end of the escalation path. Above them sits Sales Chief of Staff for the function.

That team’s remit

Owns account plan work end to end inside Sales. more

That remit describes the whole team, not this one procedure, so its counts are larger than the ones on this page.

Autonomy

64% now · ceiling 72%

Agents author the account strategy end to end. more

The procedure, step by step

8 numbered steps · 2 of them stop for a person

A step is one station on the line. more

No.	Step	Who does it	What happens	System of record	Time on the step	In flight
01	Frame account Agentstrategy	Account Research Agent	Account Research Agent performs this step unattended at the strategy layer, inside the envelope its owning team has set, and writes an evidence record naming the actor, the authority it acted under and the digests of what it read and wrote.	Customer Relationship Management	2.2 daysstandard 2.8 days	16
02	Research Agentstrategy	Stakeholder Map Agent	Stakeholder Map Agent performs this step unattended at the strategy layer, inside the envelope its owning team has set, and writes an evidence record naming the actor, the authority it acted under and the digests of what it read and wrote.	Customer Relationship Management	40.4 hrsstandard 2.8 days	20
03	Map stakeholders Agentstrategy	Whitespace & Cross-sell Agent	Whitespace & Cross-sell Agent performs this step unattended at the strategy layer, inside the envelope its owning team has set, and writes an evidence record naming the actor, the authority it acted under and the digests of what it read and wrote.	Customer Relationship Management	40.8 hrsstandard 2.9 days	31
04	Model growth paths Agentstrategy	Competitive Position Agent	Competitive Position Agent performs this step unattended at the strategy layer, inside the envelope its owning team has set, and writes an evidence record naming the actor, the authority it acted under and the digests of what it read and wrote.	Customer Relationship Management	2.9 daysstandard 5.8 days	31
05	Draft plan Agentstrategy	Relationship Health Agent	Relationship Health Agent performs this step unattended at the strategy layer, inside the envelope its owning team has set, and writes an evidence record naming the actor, the authority it acted under and the digests of what it read and wrote.	Customer Relationship Management	36.0 hrsstandard 3.4 days	42
06	Challenge Agentstrategy	Account Strategy Agent	Account Strategy Agent performs this step unattended at the strategy layer, inside the envelope its owning team has set, and writes an evidence record naming the actor, the authority it acted under and the digests of what it read and wrote.	Customer Relationship Management	2.7 daysstandard 4.7 days	0
07	Rep review HumanpolicyDecision	VP Strategic Accounts Releases: VP Strategic Accounts	Work stops. VP Strategic Accounts reviews what the line has produced and either releases the unit or sends it back. Nothing downstream of this step runs until that decision is made.Holds until: 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.	Contract Lifecycle Management	8.3 daysstandard 15.1 days	3
08	Ratify HumanpolicyDecision	VP Strategic Accounts Releases: VP Strategic Accounts	Work stops. VP Strategic Accounts reviews what the line has produced and either releases the unit or sends it back. Nothing downstream of this step runs until that decision is made.Holds until: 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.	Contract Lifecycle Management	8.8 daysstandard 12.3 days	6

The swimlane

The same steps, laid out by who is holding the work

Three lanes: a person deciding, an agent working, and the shared services spine. 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.

Run the procedure

One unit walked along that swimlane on the happy viable agentified path

Press run and a single unit enters at station 01. Each station takes exactly the dwell this platform records for it and is held by whoever the estate says holds it. more

speed

worked clock

00:00

allowance clock

00:00

stations cleared

0/8

the happy path, worked time0 min of 29.7 days

the same run against its allowance0 min of 49.9 days

Human

decides · 2

Agent

does the work · 6

GBS

shared spine · 0

run log

Nothing has happened yet. more

where the worked time goes29.7 days a unit

Person17.1 days · 58%Agent12.6 days · 42%1 crossing between lanes

what makes this path viable

The lanes are the recorded lanes. 2 of the 8 stations stop for a person and every one of them still does on this run.
Every one of the 2 decisions is still taken by the people who hold them. The happy path is that each one is released first time, not that it is skipped.
The owning team is held to a 72% autonomy ceiling and this run sits at 42% unattended, inside it.
2 systems are attributed across the stations, and 0 of them are connected. Nothing in this run has been watched executing against a real system of record.

what would have to change

1 of the 2 decisions can be handed over inside the 72% ceiling. more

could move to the agent lane

07 Rep review — held by VP Strategic Accounts, 8.3 days a unit

stays with a person

08 Ratify — The last decision on the line. Something on every procedure ends with a person, so this one is never offered.

what this run is, and what it is not

This is a run, not a forecast. more

Happy means nothing goes wrong: no station raises an exception, no gate sends the unit back, no rework loop fires and nothing sits in a queue between stations. more

The second clock is the allowance. more

A decision may be handed to the agent lane only if two things hold … more

The run reads the station rows only. more

What this run does not model: arrival patterns, contention between procedures for the same person, shift patterns, weekends, learning curves, and the cost of anything. more

Run it again, going wrong

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

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

Roles and responsibilities

8 named parties

The responsibility grid is assigned by a rule, not lifted from a chart. more

Party	RACI	Steps	Duty	Escalates to
Account Planning Orchestrator orchestrator	Runs the line	0	Sequences this line, holds its timetable and decides what has to surface to a person. more	Raises to VP Strategic Accounts when a unit falls outside the envelope or confidence drops below the floor.
Account Research Agent agent A3% autonomy · ceiling A3% 88% clean · 2% overridden	Responsible	1	Executes the account planning step it owns, posts its evidence, and hands the unit to the next stage.	Escalates to VP Strategic Accounts when the unit falls outside the decision envelope or confidence drops below the floor.
Stakeholder Map Agent agent A3% autonomy · ceiling A3% 94% clean · 5% overridden	Responsible	1	Executes the executive support step it owns, posts its evidence, and hands the unit to the next stage.	Escalates to Chief of Staff, Corporate when the unit falls outside the decision envelope or confidence drops below the floor.
Whitespace & Cross-sell Agent agent A3% autonomy · ceiling A3% 89% clean · 4% overridden	Responsible	1	Executes the account planning step it owns, posts its evidence, and hands the unit to the next stage.	Escalates to VP Strategic Accounts when the unit falls outside the decision envelope or confidence drops below the floor.
Competitive Position Agent agent A2% autonomy · ceiling A3% 90% clean · 11% overridden	Responsible	1	Authors positions on account planning. more	Escalates when two options sit inside the confidence band and the evidence cannot separate them.
Relationship Health Agent agent A3% autonomy · ceiling A3% 94% clean · 9% overridden	Responsible	1	Watches account planning continuously. more	Escalates to VP Strategic Accounts when the unit falls outside the decision envelope or confidence drops below the floor.
Account Strategy Agent agent A2% autonomy · ceiling A3% 92% clean · 8% overridden	Responsible	1	Authors positions on account planning. more	Escalates when two options sit inside the confidence band and the evidence cannot separate them.
VP Strategic Accounts person	Accountable and responsible	2	Holds 2 decisions on this line. more	Accountable to VP Strategic Accounts for the decisions held here.

Decision points and escalation

2 places this procedure stops

07 · Rep review

8.3 days

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.

VP Strategic Accounts

08 · Ratify

8.8 days

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.

VP Strategic Accounts

Handoffs out of this procedure

Nothing leaves this procedure for another function. It completes inside Account Planning.

The rules this procedure runs inside

3 governing rules

Account Planning Decision Envelope

active

SL2-POL-200 · envelope · vv5.7

Agents in this lane may act without a human when the account plan sits inside the stated value, risk and confidence envelope. more

Approved by VP Strategic Accounts · in force 2026-05-06 · reviewed 2026-06-25

Binds Account Research Agent, Stakeholder Map Agent, Whitespace & Cross-sell Agent, Executive Brief Agent

EU · UK · US

Account Planning Evidence Standard

active

SL2-POL-201 · evidence · vv3.0

Every autonomous decision writes inputs, the rule version applied, the model and prompt version, the output and a reversal path. more

Approved by VP Strategic Accounts · in force 2025-06-01 · reviewed 2026-07-07

Binds Account Research Agent, Stakeholder Map Agent, Whitespace & Cross-sell Agent, Executive Brief Agent

Global

Account Planning Escalation Rule

active

SL2-POL-202 · escalation · vv2.5

Escalation is mandatory when confidence falls below the floor, when two options sit inside the confidence band, or when a break condition on a ratified position fires. more

Approved by VP Strategic Accounts · in force 2026-05-30 · reviewed 2026-06-05

Binds Account Research Agent, Stakeholder Map Agent, Whitespace & Cross-sell Agent, Executive Brief Agent

EU · UK

Systems this procedure touches

2 named · 0 connected

System attribution is a rule, not a reading. more

System	Vendor	Domain	Criticality	Steps	Connection
Customer Relationship Management	Salesforce Sales Cloud	crm	critical	6	modeled
Contract Lifecycle Management	Icertis	legal	high	2	modeled

0 of the 2 systems on this procedure is connected to the platform, and none of the twenty-six in the estate register is. 2 of them are marked as taking a write back, which is a property of the system, not a live path from here.

How it performs

End to end

29.7 days

Summed from the time each step sits, standard 49.9 days — running at 60% of the standard.

Touchless

33%

Agent share

75%

A week

In flight

149

Effort a week

24,610 human minutes · 18,188 agent minutes

Volume multiplied by the time on each step. more

Assurance over this procedure

4 governance gates sit above it

The twenty-four controls and eighteen exception classes in this platform are held at estate level … more

Gate	What trips it	Who releases it	Clock	Waivable
Mass campaign above 500 recipients approval	Any bounded outreach exceeding 500 recipients in a rolling 24 hours	Sales leader	4 business hours	No
Nonstandard commercial statement approval	Any language outside the approved commercial library	Deal desk	1 business day	No
Protected or executive account contact escalation	Outreach to named strategic, executive or legally protected accounts	Account executive	2 business hours	No
Evidence provenance audit oversight	Weekly sample of 5% of agent-produced customer briefs	Sales operations	Weekly	Yes

Next to it on the same team

Account Planning

Quarterly Account Review

SL2B

Executive Sponsor Brief

SL2C

All of Sales

What this document is and is not

These procedures describe the modeled estate. more

Actions

What is waiting on a person

What one procedure document gives you, and what to check before you treat it as the standard.

151

named approvers appear across the library

Every decision point on every procedure carries a job title, not a queue. more

143

steps in the library hand their unit to another function

A handoff is where a procedure stops being one team’s problem. more

controls exist in the estate, and they belong to no procedure in particular

Controls and exception classes are held estate-wide. more

Operations

What this desk is allowed to start

A surface that only reports is not operable. more

Trigger and bound

A procedure document prints purpose, scope, entry and exit, the numbered steps with the actor on each, the roles and their RACI position, the swimlane, the decision points and escalation, the handoffs, the governing rules with version and approver, the systems by rule and the timings. more

Live observability

What the record shows right now

The whole library, by lane, so a single document can be read against the estate it came from. more

Current distribution

2,748 steps

Agent, inside the function1,38951%

Agent, on the shared spine85131%

Person deciding at a gate50818%

Is policy and strategy coming to fruition

Whether the written intent is holding here

Half. The document is complete and every actor on it is measured more

Not holding on the record

A procedure here carries a version, an approver, an in-force date and a last-review date. more