PowerPoint Presentation

A colorful circle with black background Description automatically generated.

[Audio] The customer's top priorities should be discussed first. This will help the account manager understand what the customer wants from them. The customer's corporate objectives also need to be considered. These objectives may include expanding market share, improving operational efficiency, or launching new products. If the customer has specific goals, such as reducing costs or increasing revenue, the account manager should focus on providing solutions that meet those goals. The customer's priorities and objectives should guide the account manager's sales plan. By understanding the customer's needs and goals, the account manager can develop effective sales strategies that meet the customer's expectations. The customer's priorities and objectives should be aligned with the company's overall strategy. This ensures that all parties involved are working towards the same goal. The alignment of priorities and objectives is critical to the success of the relationship between the customer and the company..

[Audio] The Account Representative is responsible for managing the customer relationship, which includes setting up new customers, onboarding them into our system, and ensuring they have all necessary information to operate effectively. This involves creating a personalized experience that meets each customer's unique needs and preferences. The Account Representative must also be knowledgeable about our products and services, as well as the customer's industry and market trends..

[Audio] The key objectives of a salesperson are to review customer's top priorities, assess past performance, understand current needs, identify opportunities, strengthen relationships, set future goals, and plan for renewals. These objectives are essential to ensure that the salesperson is meeting their customers' expectations and building long-term relationships with them. The key objectives also help the salesperson to identify areas where they can improve their skills and knowledge, which enables them to provide better service to their customers. By achieving these objectives, the salesperson can increase their chances of closing deals and growing their business..

[Audio] The QBR process should start by scheduling a meeting well in advance. All key stakeholders must be present at this meeting. A formal invitation should be sent out to all attendees, including a clear agenda and objectives. This helps set expectations and prepares the ground work for a successful QBR. The necessary content should be prepared beforehand, which includes gathering information about the customer's current account status and any potential new business opportunities. This will enable the QBR to be focused on the customer's specific needs and driven by relevant data..

[Audio] The customer's performance metrics are reviewed to determine if the solutions have met expectations. The customer provides feedback on the solutions, which is used to identify areas for improvement. Industry trends are researched and included in the report to provide context and insights into future developments. New or updated solutions are identified as potential benefits to the customer, taking into account their evolving needs. Software and service renewal information is compiled, including current usage, expiration dates, and any changes in terms or pricing. This compilation of data helps to create a comprehensive QBR that addresses the customer's specific needs..

[Audio] The Customer Success team will work closely with the Pre-Sales team to identify potential issues and opportunities for growth within the customer's account. They will also collaborate with the Software Engineering team to ensure that any technical issues are addressed. The goal is to provide a comprehensive understanding of the customer's needs and preferences..

[Audio] The company has been working hard to stay up-to-date with the latest developments in the industry. The team has been actively engaged in researching and analyzing various trends and patterns. They have identified key areas where they can make a positive impact. One such area is the increasing demand for operational modernization. Many companies are looking to upgrade their systems and processes to improve efficiency and reduce costs. The team has developed a range of solutions to address these needs. These solutions include new technologies, data-driven insights, and flexible service packages. The goal is to help customers achieve their business goals by providing them with the right tools and expertise. The team is committed to staying ahead of the curve and adapting to changing market conditions. By doing so, they aim to build strong partnerships with their clients and deliver value-added services..

[Audio] The company has been working on a new project for several years, but it has not yet been completed due to various reasons such as lack of resources and funding issues. The project was initially planned to be completed within two years, but now it seems that it will take much longer than that. The company's management team has decided to re-evaluate the project's feasibility and potential risks involved. They have also decided to seek external expertise to help them make informed decisions about the project's future. The company has already invested significant amounts of money in the project, and they are eager to see some tangible results from their investment. However, they are also aware of the potential risks and challenges associated with the project, and they want to ensure that any further investments are made wisely. The company is currently exploring different options for completing the project, including partnering with other companies or seeking government support. They are also considering alternative solutions, such as outsourcing certain tasks or using technology to streamline processes..

[Audio] The customer's top priorities should be discussed first. This step is essential because it helps the account manager tailor their sales plans effectively. The customer's corporate objectives are critical in this process. Knowing the customer's goals, such as expanding market share, improving operational efficiency, or launching new products, enables the account manager to align their sales strategies with those ambitions. For instance, if a customer aims to improve operational efficiency, the account manager can suggest solutions that streamline processes and reduce costs. On the other hand, if the customer's goal is market expansion, the account manager can focus on scalable solutions that support growth and agility. Furthermore, understanding the customer's top priorities allows Lowry Solutions to identify gaps and areas where new offerings could add value. By aligning with these priorities, Lowry can develop tailored solutions that address emerging needs and industry trends, thereby ensuring they stay ahead of the curve and continuously deliver relevant, high-impact services. This proactive approach not only strengthens customer relationships but also drives innovation within Lowry’s portfolio, enabling them to meet the evolving demands of their clients. Starting the QBR by reviewing the customer's top priorities is not just about understanding their current needs but also about building a strategic partnership. It allows the account manager to tailor their sales plans, leverage industry trends to provide foresight, and offer solutions that drive the customer's success. This proactive approach sets the stage for a productive and ongoing relationship that supports the customer's long-term goals..

[Audio] The company's primary goal is to provide customers with effective solutions that meet their specific needs. To achieve this, we focus on understanding our customers' requirements and preferences. We use various tools and techniques to gather information about our customers, including surveys, interviews, and observations. This helps us to identify areas where our solutions can add value to our customers' businesses. By using performance metrics and data, we are able to demonstrate the effectiveness of our solutions and show how they can benefit our customers. Our goal is to be proactive in addressing customer needs and concerns, and to work collaboratively with our customers to find mutually beneficial solutions. We believe that by doing so, we can build strong relationships with our customers and increase customer satisfaction. We also recognize the importance of continuous improvement, and strive to gather feedback from our customers through regular Quality Business Review (QBR) sessions. This feedback allows us to refine our approach and improve our solutions over time. Furthermore, we address customer renewals proactively, ensuring that our customers have sufficient time to review and make informed decisions about their contracts. By taking a customer-centric approach, being data-driven, and working collaboratively, we aim to deliver high-quality solutions that meet our customers' evolving needs..

[Audio] The Sales Representative is responsible for scheduling the QBR, preparing the agenda and objectives, gathering performance metrics, and conducting the QBR. After the meeting, they must document the outcomes and follow up on action items. The Project Manager provides the necessary performance metrics and feedback for QBR preparation, participates in the QBR to provide technical insights, and assists in addressing any customer concerns. The Customer Success & Service Lead supports the preparation and provides insights into customer satisfaction and service performance. Sales Leadership participates in QBRs as needed to support the Sales Representative and address strategic discussions, providing guidance on renewal management and identifying new opportunities..

[Audio] The company has been working on a project to improve its quality control processes. The goal is to increase efficiency and reduce costs by implementing a more efficient workflow. The team has identified several key areas where improvements are needed, including reducing the time spent on paperwork and streamlining communication between departments. The team has also developed a set of guidelines that outline the steps necessary to complete each task efficiently. These guidelines will be shared with all employees across the company. The company's current quality control processes have been in place for many years and have served as a foundation for future growth. However, they have become outdated and no longer meet the evolving needs of the business. The implementation of these new guidelines will require significant changes to existing procedures and may cause some disruption to operations. The benefits of this change will include increased efficiency, reduced costs, and improved customer satisfaction. The company is committed to ensuring that all employees understand the importance of adhering to these new guidelines and will provide training and support to facilitate their adoption. The company is confident that the implementation of these new guidelines will lead to long-term success and continued growth..

[Audio] The auditor will review all the data collected during the QBR process, including the data from the previous year's QBR. The auditor will also review the company's policies and procedures to ensure they are aligned with regulatory requirements. The auditor may request additional information or clarification on certain items if necessary. The auditor will then provide a report detailing the findings and recommendations for improvement. The report will be shared with the stakeholders and will serve as a basis for future QBRs. The report will include an evaluation of the company's compliance with regulatory requirements and an assessment of the effectiveness of the QBR process..