smart account plan

SOUTH KOREA

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A B C D E F G H I J

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GOALS

Version: 1.0 - Author: S2M-Group - Date 03 / 2017

ICP

OVERVIEW

32targets

78 KDMs

7 segments

2 priorities

48PRIO1

30PRIO2

21 entities

311

2

1

Strategic Account Planning - SAMSUNG GROUP - March 17th 2017

2 area

Samsung Group Samsung Venture Investment Corporation Samsung Card Co., Ltd. Samsung Card Customer Service Co., LTD Samsung Life Insurance Co., Ltd. Samsung Life Service Claim Adjustment Co., Ltd. Samsung life insurance financial sevice insurance agency Samsung SRA Asset Management Co., Ltd. Samsung Asset Management Co., Ltd. Samsung Active Asset Management Co., Ltd. Samsung Hedge Asset Management Co., Ltd. Samsung Asset Management (Hong Kong) Ltd. Thai Samsung Life Insurance Co., Ltd. Park Capital Holding Co., Ltd. SSI Holding Co., Ltd. Beijing Samsung Real Estate Co., Ltd. 30 Gresham Street (Jersey) Ltd. 30 Gresham Street (Singapore) Private Ltd. Samsung Fire & Marine Insurance Co., Ltd. Anycar Auto Claim Adjustment Service Co., Ltd. SFMI Claim Adjustment Service Co., Ltd. Samsung Vina Insurance Co., Ltd. Samsung Property & Casualty Insurance Company (CHINA), LTD PT. Asuransi Samsung Tugu Samsung Reinsurance Pte. LTD Samsung Securities Co., Ltd. Samsung Securities Co., Ltd. (Asset Management) Samsung Securities Co., Ltd. (Institutional) Samsung Securities Co., Ltd. (Wealth Management) Samsung Securities Co., Ltd. (Mobile Service) Samsung Futures Co., Ltd. Samsung Securities (Asia) Ltd.

GROUP TREE Grid Location

Type Country SectorTrack Changes

Mother CompanySubsidiaryMother CompanySubsidiaryMother CompanySubsidiarySubsidiarySubsidiaryMother CompanySubsidiarySubsidiarySubsidiarySubsidiarySubsidiarySubsidiarySubsidiaryMother CompanySubsidiaryMother CompanySubsidiarySubsidiarySubsidiarySubsidiarySubsidiarySubsidiaryMother CompanyBusiness UnitBusiness UnitBusiness UnitBusiness UnitSubsidiarySubsidiary

South KoreaSouth KoreaSouth KoreaSouth KoreaSouth KoreaSouth KoreaSouth KoreaSouth KoreaSouth KoreaSouth KoreaSouth KoreaHong KongThailandThailandThailandChinaJerseySingaporeSouth KoreaSouth KoreaSouth KoreaVietnamChinaIndonesiaSingaporeSouth KoreaSouth KoreaSouth KoreaSouth KoreaSouth KoreaSouth KoreaHong Kong

RetailersVenture CapitalConsumer Lending - NECBusiness Support Services - NECLife & Health Insurance - NECHealth InsuranceInsurance BrokersInvestment Management & Fund OperatorsInvestment Management & Fund OperatorsInvestment Management & Fund OperatorsInvestment Management & Fund OperatorsInvestment Management & Fund OperatorsLife & Health Insurance - NECFinancialsFinancialsReal Estate Services - NECReal Estate Services - NECReal Estate Services - NECProperty & Casualty Insurance - NECProperty & Casualty ReinsuranceProperty & Casualty ReinsuranceProperty & Casualty Insurance - NECProperty & Casualty Insurance - NECProperty & Casualty Insurance - NECReinsurance - NECSecurities & Commodity ExchangesSecurities & Commodity ExchangesSecurities & Commodity ExchangesSecurities & Commodity ExchangesSecurities & Commodity ExchangesSecurities & Commodity ExchangesBrokerage Services

RetailersInvestment Banking & Investment ServicesBanking ServicesProfessional & Commercial Services InsuranceInsuranceInsuranceInvestment Banking & Investment ServicesInvestment Banking & Investment ServicesInvestment Banking & Investment ServicesInvestment Banking & Investment ServicesInvestment Banking & Investment ServicesInsuranceFinancialsFinancialsReal Estate OperationsReal Estate OperationsReal Estate OperationsInsuranceInsuranceInsuranceInsuranceInsuranceInsuranceInsuranceInvestment Banking & Investment ServicesInvestment Banking & Investment ServicesInvestment Banking & Investment ServicesInvestment Banking & Investment ServicesInvestment Banking & Investment ServicesInvestment Banking & Investment ServicesInvestment Banking & Investment Services

Segment

5

1

8countries

13

1

1

A1B2C2D3E2F3G3H3I3J4K4L4M3N3O3P3U3R4S2T3U3V3W3X3Y3Z-AC2Z5AA5AB5AC5AD3AE3

Samsung Group is a South Korean multinational conglomerate headquartered in Samsung Town, Seoul. It comprises numerous affiliated businesses, most of them united under the Samsung brand. Notable Samsung industrial affiliates include Samsung Electronics (the world's largest information technology company measured by 2012 revenues, and 4th in market value), Samsung Heavy Industries (the world's 2nd-largest shipbuilder measured by 2010 revenues), and Samsung Engineering and Samsung C&T (respectively the world's 13th and 36th-largest construction companies). Other major subsidiaries including Samsung Life Insurance (the world's 14th-largest life insurance company), Samsung Everland (operator of Everland Resort, the oldest theme park in South Korea) and Cheil Worldwide (the world's 15th-largest advertising agency measured

INDIA

Samsung Securities Co., Ltd.

i Information

Industry: Securities & Commodity Exchanges . Website: http://www.samsungsecurities.co.kr/ . Phone: +82 2 2020 8000

Adress: Samsung Electronics Building, 11, 74-Gil, Seocho-Daero, Seocho-Gu Seoul South Korea

Key Decision Makers

P? 0 ?

2

3 Months/1 yr 1 yr/3 yr

Relationship Goal

Revenue Goal

Customer Success Goal

+ Add a new Goal

Relationship

Revenue

Customer Success

+

SMART ACCOUNT PLANby S2M-group

«Name your accounts and define your goals»

«Leverage your Product/Market-Fit & Ideal Customer Profile to sift your account» «Discover your

account»

Client / To canvass / competing solution

Quantity of ProductsPartnership

Products concerned

Target priority (1/3)

Target informations

Public & market insights

Key Decision Makers Priority 1

Key Decision Makers Priority 2

Pipeline advancement stage

Goals’ advancement

Always add your own comments

Our ambition is to help you leverage your clients’ requirements and commitments to value, so that you align your solutions’ value propositions with their strategic objectives. We are handling this challenge with a solution that can manage the deep complexity required while offering a simple and visual approach. By developing smart and data-driven strategic account plans, you can ensure growth in your revenue and signed targets, as well as strengthened relationships in new and existing strategic accounts.

Marke+™ complex sales steering platform combines your Product/Market-Fit (Products’ 360° view, Ideal Customer Profile, Value Propositions…) with actionable market insights, public information, and account and contact data, enabling you to:

• match the market’s buying signals with your lead & opportunity contexts to build tailored programs and campaigns

• improve the collaboration of your teams (BDR, SDR, Enterprise Sales/Key Account Manager, Marketers, Delivery team, Key Executives and even Partners’ Sales Reps) to forecast, drive and report their broad reaching or account based initiatives at the country, regional or worldwide level

• accelerate your customer journey to more easily reach your reputational, relationships and revenue goals

Let’s assume that you are targeting Samsung Group in the

APAC region with the following assigned goals.

Adjust & Iterate

Once your account has been filtered through your Product/Market Fit, the structure of the organization chart is created:

targets matching your criteria are positioned, bringing the primary level of information to the account plan while

providing the first overview of your account.

Now that your account is structured you can start bringing the intelligence to the account plan. By linking your tools (CRM, MAT, Accounting Tool…), collaboratively updating the account’ plan or assigning S2M-group to generate fresh and 100% targeted data you’ll be able to create a unique and effective Smart Account Plan. This brings together your products information, sales strategy, goals, clients, partners and competitors’ data along with public and market insights, key decision makers and associated value proposition, pipeline advancement, ….

This unified view, or single point of truth can now be used by any business profile within your organization with the assurance that you rely on the same data and insight from the regional SDR to the Global Head of Sales or the Field Marketing Manager. As a matter of example Salesforce.com (SFDC) like many other CRM leaders, isn’t complying with ABM constraints.

In SFDC’s current state, leads and accounts/contacts/ opportunities essentially live in different databases, making comprehensive accounts visibility difficult for the whole account team.

Marke+ leverages your CRM and MAT data, as well as external data in order to provide you with an account-centric view. This view can be personalized to display, for example, all the targets within Samsung (or multiple accounts):

- Belonging to one defined sales team or individual

- Belonging to the same industry/ segment/ region/ pipeline stage…

- Involving the same partner

- Having the same solution(s) positioned onto

Still not convinced ?

As usual, we try to offer our customers and prospects with concrete materials to grasp our methodology, services and tools.

We are eager to offer you an overview of S2M’s Smart Account Plan.

Contact-us to order a personalized sample : [email protected]

Marke+™ allows you to apply an end-to-end process to manage your list of named accounts and their related target list, personalize your content at scale and orchestrate your campaign across all your channels. By doing so, it provides account, market and team centric analytics allowing you to follow your result and forecast your activity.

By being able to monitor multiple parameters and indicators over time, track your results at the target, account or sales region levels you’ll be able to discover more insights, the decisive ones. This will help you reseting your goals, fine-tuning your Product/Market-Fit and Ideal Customer Profile to ultimately take better decisions to drive your growth through your strategic account’s landscape or individual targets pool.

RESULTSGOALS VS RESULTS3 months to 1 year

1 year to 3 years

Relationships Goal

Revenue Goal


SCORECARD

VS. IBM

VS. SAP

VS. ORACLE

WON (4) LOST (2) OPEN LONG-LIST(4)

WON (5) LOST (6) OPEN LONG-LIST (7)


OPEN SHORT-LIST(4)

OPEN SHORT-LIST (3)

VP HEATMAP

PRIO 1: BANKS > Retail bank

> Private bank

> Commercial bank

PRIO 2: ENERGY > Oil & Gas

> Waste to Energy Systems

PRIO 3: TELECOMMUNICATIONS SERVICES > Network Infrastructure

> VOIP Services

PRIO 1

CRO

CEO

Head of audit

CTO

Head of Sales

Head of marketing

Head of business line

CRM Manager

CFO

PRIO 1

PRIO 1

PRIO 2

PRIO 2

VP 1 VP 2 VP 3

PRIO 2

PRIO 3

PRIO 3

PRIO 3

+

++ --

Relationships Goal

Revenue Goal


Relationships Goal

Revenue Goal

Relationships Goal

Revenue Goal


TARGET 1

TARGET 3

TARGET 2

S-L (1)

«Bring intelligence to the account»

«Track goals against result and iterate»


> Private bank

> Commercial bank

TARGET




> VOIP Services

Number of employees

Asset size - US$billion

10K 500K

10 1000500

VALUE PROPOSITION

Sales strategy

Direct IndirectMixed

+

+

Product Name

Product Function

Average Ticket

Sales Cycle Lenght

Competitors

IBM

Oracle

SAP

Partners

HP

Fujitsu

Accenture

Clients

Santander

AXA

HSBC

GEOGRAPHICAL MARKET

AMERICAS

APAC

EMEA

CIS

REGIONS

SUB-REGION

NAME

Function

$450.000 - $600.000

7 to 9 month

PRIO 1 VP 1 VP 2 VP 3CEOCTO

HEAD OF BUSINESS LINEPRIO 2 VP 1 VP 2 VP 3

HEAD OF SALESHEAD OF MARKETING

CRM MANAGERPRIO 3 VP 1 VP 2 VP 3CRO

HEAD OF AUDITCFO

COUNTRIES

TAM1763

SAM813

376ICP

OVERVIEW

32targets

78 KDMs

7 segments

2 priorities

48PRIO1

30PRIO2

21 entities

311

2

1

2 area

8countries

13

1

1

5

1

Samsung Securities Co., Ltd.

P? 0 ?

2

VP HEATMAP


> Private bank

> Commercial bank




> VOIP Services

PRIO 1

CRO

CEO

Head of audit

CTO

Head of Sales

Head of marketing

Head of business line

CRM Manager

CFO

PRIO 1

PRIO 1

PRIO 2

PRIO 2

VP 1 VP 2 VP 3

PRIO 2

PRIO 3

PRIO 3

PRIO 3

+

++ --

RESULTSGOALS VS RESULTS3 months to 1 year

1 year to 3 years

Relationships Goal

Revenue Goal


Relationships Goal

Revenue Goal


Relationships Goal

Revenue Goal

Relationships Goal

Revenue Goal


TARGET 1

TARGET 3

TARGET 2

SCORECARD

VS. IBM

VS. SAP

VS. ORACLE

WON (4) LOST (2) OPEN LONG-LIST(4)



OPEN SHORT-LIST(4)

OPEN SHORT-LIST (3)

S-L (1)

GOALS

3 Months/1 yr 1 yr/3 yr

Relationship Goal

Revenue Goal


+ Add a new Goal

Relationship

Revenue

Customer Success

+

The cornerstone of a smart Account Based Marketing approach is to focus on a list of targets (i.e. buying center) belonging to your named account (Samsung) and fitting to your Ideal Customer Profile (ICP). With such predictive analytics, marketers can create quantifiable target lists belonging to one or many accounts, based on multiple variables such as company size, revenue, vertical ... and better understand the size of their market (TAM, SAM and ICP) as well as the related effort to evangelize it.

The benefit of leveraging your Product/Market Fit and Ideal Customer Profile to “sift” an account is to focus your sales and

marketing effort solely on targets who best match your company’s revenue and business objectives. In doing so, you can

maximize your value propositions alignment, increase your ROI, and accelerate your sales cycle.

Marke+Visualize. Make business.

3

Goals

Advancement stage

Relationship Goal

Revenue Goal


P1

P2

P3

Next Step: Set a meeting with Mr. Theo Huh+ Ask Sam to call Mr. Lee (CEO) to review the proposal

Sales

Met

VP_CEO_PB

Identified

As of December 31, 2015, the Company maintains approximately 9.81 million card accounts, 2.16 million merchants and 22 branches. (Source: Annual Report 2015)

ChallengeConnect and engage with customersDiscover valuable insights with WiFi and location analyticsIncrease revenue opportunities for Samsung sales agents & distributors

ResultsSecurely and seamlessly connects customers to the networkImproved Wi-Fi access everywhereAccess to real-time insights about visitors to Samsung branches

2/6


> Private bank

> Commercial bank

TARGET




> VOIP Services

Number of employees

Asset size - US$billion

10K 500K

10 1000500

VALUE PROPOSITION

Sales strategy

Direct IndirectMixed

+

+

Product Name

Product Function

Average Ticket

Sales Cycle Lenght

Competitors

Microsoft

Oracle

SAP

Partners

HP

Fujitsu

Accenture

Clients

Santander

AXA

HSBC

GEOGRAPHICAL MARKET

AMERICAS

APAC

EMEA

CIS

REGIONS

SUB-REGION

SoftCare

Customer Care

$450.000 - $600.000

7 to 9 month

PRIO 1 VP 1 VP 2 VP 3CEOCTO

HEAD OF BUSINESS LINEPRIO 2 VP 1 VP 2 VP 3

HEAD OF SALESHEAD OF MARKETING

CRM MANAGERPRIO 3 VP 1 VP 2 VP 3CRO

HEAD OF AUDITCFO

COUNTRIES

TAM1763

SAM813

376ICP

VP_CEO_PB VP_CxO_BANK VP_PBVP_CTO VP_CxO_BANK VP_IT_BANKVP_BUSINESS_PB VP_PB VP_IT_APAC

VP_SALES_PB VP_SALES_BANK VP_CxO_BANKVP_MKT_PB VP_CMO_BANK VP_IT_APACVP_CRM_PB VP_IT_BANK

VP_CRO_PB VP_CxO_BANK VP_SALES_PBVP_CEO_PB VP_CxO_BANK VP_PBVP_CFO_PB VP_CRO_PB VP_CxO_BANK

«Insights to actions»

Track goals against results at account and target levels

Monitor your competition in the entire account

Test and track your most impactful value propositions with a deep granularity

The account team can then easily research, design and implement an ABM playbook to coordinate Samsung´s

target-specific content campaign (relevant at the target and contact level), to ensure an accurate and effective coverage

of the whole target account list. Indeed, the combination of market and account intelligence helps the account team

collaborate on customizing, effective account-centric campaigns that evangelize and generate consideration and

revenue from your targets.

A new “Insight to Action” account centric management platform

Marke+ motto is : “a picture is worth a thousand words”

- another online BI platform. We are providing a ready to

use sales platform, designed for B2B sales reps & marketers

supporting rising startups or market leader from all around

the world

- another data vendor´s web portal. We don’t sell

on-the-shelf data, we use your product-market fit to design

your Ideal Customer Profile and generate on-demand and

100% accurate market insights and data. Moreover Marke+™

can be used solely with your data,

- another telemarketing company’s web portal. We don´t

sell feature to contacts, we rely on your value proposition to

evangelize your targets and gauge the interest of all key

decision makers, before turning them to your sales team.

Therefore we know what data is valuable or not.

- Building a plug and play steering tool to empower valuable data — because it’s all about scalability,

- Supporting and not teaching B2B sales and marketing professionals — because it is all about mindset,

- Paving the way to untapped accounts all around the world — because ambition goes with money.

MARKE+™ IS NOT: MARKE+™ IS:

Marke+™, the new sales acceleration platform developed by S2M-group, eases your broad reaching and account based strategies by bringing intelligence into the accounts’ data. This will help you find, engage and stay aligned to your best accounts and targets until and beyond the closing.

Let’s use the following Marke+™´s export of Samsung´s smart account plan to outline its power of visualization and collaboration. Why Samsung? because we all know the brand name but who really knows the group?

100% PRIO 1 100% PRIO 1, 2, 3

8,5M$ 43M$

2 business cases 10 business cases

1. Define your product

information

3. Vizualize the key market indicators related to your product/market-fit

2. Define your sales strategy

4. Define your targeted market

Start visualizing the organization chart

Number of subsidiaries attached to each entity

Down to the business unit level!

And the Key Decision Makers involved

Instantly visualize the account’s key indicators

Number of targets

Segments to be addressed

Areas & countries covered

www.s2m-group.comMade with in Barcelona, Spain © S2M-group 2017

KPI

Short term Long term