The Ideal Account Profile (IAP) is a core set of rules by which prospects and customers can be filtered and prioritized by the PeopleSoft enterprise. This allows the sales force a way to visually segment accounts.
The IAP:
- Focuses on accounts that deliver the highest return to PeopleSoft. Tier 1 accounts provide the best revenue opportunities.
- Forms the basis for cost-optimized deployment of PeopleSoft resources, allowing sales teams to focus resources on the most profitable accounts.
- Ensures that all members of the organization consistently recognize the most important accounts.
- Sets expectations for relationship management, by tier, across the enterprise.
- Ensures that, globally, all accounts are tiered based on consistent criteria.
Created by the PeopleSoft Knowledge Management Team.
Copyright © 2002
All rights reserved.
Created: amq 07/26/2002
Reviewed: 09/22/2004
