Global Account Management and Sales system : Global Account Management and Sales system
Global Account Management and Sales system : Global Account Management and Sales system Premise:
How can AIESEC as a network increase the amount of revenue generation from an estimated €3 million to €5 million in one year?
How can we utilize our network in terms of sales and delivery to leverage of each other’s strengths?
How can we create products and delivery models which are customer focused?
How can we open up global/regional products for MCs around the world to sell?
Proposal: : Proposal: Create a system allowing for cross entity sales and delivery within the AIESEC network
Use the legislated Global ER Principles as the backbone of such a system
Model it on global account management systems existing in most Fortune 100 companies
GN Board ER managers will play a critical role in such a system
Proposal: : Proposal: A smaller AI ER Team will be responsible for overall coordination of this system along with better country support
A body created internally for oversight of the Global Account management and sales system
Revenue sharing systems to be developed keeping in mind interests of different entities
CRM system on MyAIESEC.net is better able to support such a system
Global Account management and sales system to be a module
How has it worked with pilot countries? : How has it worked with pilot countries?
What are the Global ER Principles? : What are the Global ER Principles? Govern how one entity can do external relations activities or hold partnerships in another entities geographical territories
Describe how entities should work together in Building Global/Regional Relationships, and division of services and revenue sharing
The first Global ER principles were created in 2003-04 through a meeting in Rotterdam
They were legislated at IPM 08
Main discussion points: : Main discussion points: Quality of services
Accountability and ownership across entities
Coordination of the system (Which companies to approach, pricing, what products to offer, changes in MyAIESEC.net etc.)
Viability of Global ER Principles
Next Steps: : Continue work with pilot countries
Discuss with the larger network at Expros
Open an online discussion on MyAIESEC.net after Expros to collect further inputs
Discuss with GN Board ER managers
Full fledged launch by IC 09 Next Steps: