Surveys 2012 July D dalley test

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MAM Assessment Survey     Contact Information * First Name :  * Last Name :  * Email Address :        * How long have you been in your current role at Informatica? -- Select --Less than six months.Six months to one year.One year to two years.Two years to three years.More than three years.       Business Management Desired Outcome: Predictable revenue production driven through business planning and execution rhythm.       All Areas of Business Management for All Activities     1. Develops and documents overall business plan detailing how revenue and non-revenue objectives will be achieved (includes prioritized account / opportunity list, detailed awareness plan, and pipeline and forecast rhythm plans). The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five     2. Uses business plan to guide quarterly, monthly, weekly, and daily activities, time and effort. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five       Analyze Territory / Account Set   3. Conducts a detailed review and analysis on all accounts annually, and an update review quarterly to identify funded revenue opportunities and “white space” revenue opportunities. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five     4. Is able to articulate the long and short-term revenue potential of any account at any time. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall     5. Is able to articulate how industry, geographic, or economic trends will influence an account’s revenue potential. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall       Segment and Prioritize Accounts   6. Creates a prioritized list of accounts and opportunities annually and updates quarterly. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five     7. Uses prioritized account / opportunity list to organize and prioritize sales execution time and efforts. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five     8. Is able to articulate and defend the account/opportunity prioritization in context of the assigned revenue and non-revenue objectives. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five       Educate / Evangelize Vision   9. Develops a detailed marketing awareness plan annually and updates quarterly. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five     10. Drives execution of the marketing awareness plan and conducts regular status reviews. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five     11. Is able to articulate how the marketing awareness plan supports the achievement of assigned revenue and non-revenue objectives. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five       Analyze Pipeline   12. Conducts bi-weekly pipeline analysis to review coverage and balance, and to identify revenue engine issues. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five     13. Maintains a balanced pipeline with adequate coverage based on a rolling quarterly/annual quota. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five     14. Uses pipeline analysis results to organize and prioritize sales execution time and efforts. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five     15. Develops and executes action plan to address personal sales execution issues identified (e.g. velocity, deal size, etc.). The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five       Generate Demand / Manage Pipeline   16. Develops and executes demand generation activities according to pipeline needs. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall     17. Is able to articulate how specific demand generation activities will impact pipeline. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall       Forecast / Set Expectations   18. Updates system opportunity information regularly. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five     19. Establishes a predictable rhythm with virtual team members to collect forecast and forecast influence data. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five     20. Produces forecasts that are complete, on-time and accurate. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five     21. Regularly produces forecast that is within ± 10% of actual production. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five     22. Is able to articulate and defend the total forecast including opportunity dependencies and other factors. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five     23. Is able to articulate and defend a single opportunity forecast with specific and relevant opportunity details. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five       Account Development Desired Outcome: Deep account penetration and high customer satisfaction.       Understand Account   24. Creates and maintains a detailed list or “business map” of the account’s business goals, objectives and initiatives. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five     25. Is able to articulate, at any given time, the long-term vision, business imperatives and fiscal priorities for the account. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five     26. Is able to articulate the account’s IT and data integration / management maturity with supporting details. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five     27. Creates and maintains a relevant list or “map” of competitive installations and preferences within the account. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five     28. Creates and maintains a list or “map” of relevant partners and service providers. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five       Develop Account Plan(s)   29. Develops and maintains a detailed account plan outlining the account goals – both long and short-term - and how they will be achieved (includes reference to relevant account’s business goals, IT maturity, relevant competitive landscape, relevant partners / providers, awareness plan, relationship plan, and identified opportunities). The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five     30. Is able to articulate how any individual account-related activity supports the overall account plan. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five     31. Uses the account plan to organize and prioritize sales execution activities. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five     32. Develops and maintains a collaborative account plan with key decision makers at the account (for those accounts with a sufficient INFA footprint and relationship). The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five       Create Awareness   33. Develops an awareness development plan and executes according to the plan. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five     34. Uses account awareness plan to drive execution of awareness activities and resources. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five     35. Is able to articulate how any individual marketing or awareness activity supports the awareness development plan. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five       Develop Key Relationships   36. Creates and maintains a detailed “player map” of all relevant account individuals and influencers. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall     37. Develops and executes a plan to achieve desired relationship with identified account individuals and influencers (e.g. decision makers, influencers, customer champions, etc.). The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall       Identify Opportunities   38. Conducts quarterly account “white space” analysis and review. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall     39. Conducts annual technology “portfolio review” with key account individuals. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall     40. Is able, at any time, to identify multiple potential revenue opportunities at the account. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall     41. Is able to articulate the quantified business impact to the account of every potential opportunity. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall       Drive Customer Success   42. Conducts regular account deployment reviews with key account individuals. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall     43. Achieves high customer satisfaction ratings from all account key individuals. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall     44. Is able to call on account key individuals to serve as references and/or perform other functions to the benefit of INFA. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall       Opportunity Management Desired Outcome: Higher than average win rate with high ROI of revenue vs. cost of sales.       All Areas of Opportunity Management for All Activities     45. Develops and shares a detailed opportunity win-plan (includes opportunity strategy, relationship building plan, negotiating plan, etc.) The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall     46. Uses opportunity win-plan to guide opportunity activities, time and effort. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall       Qualify Opportunity   47. Uses Insight framework and verifiable outcomes to categorize opportunity and guide opportunity activities. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall     48. Updates opportunity system information daily with most recent changes. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall     49. Conducts qualification exercise on each opportunity for each resource need before allocating resources. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall     50. Is able to articulate current opportunity value, competitive situation, compelling event, and timing on any active opportunity at any time. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall     51. Accurately predicts resource and time requirements on each opportunity. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall       Develop Opportunity Relationships   52. Creates and maintains a list or “player map” for all relevant opportunity individuals and influencers. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall     53. Develops and executes a plan to achieve desired relationship with identified opportunity individuals and influencers (e.g. decision makers, influencers, customer champions, etc.). The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall       Engage and Drive Resources   54. Assembles and motivates a virtual opportunity team of required resources. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall     55. Conducts regular opportunity review and strategy planning sessions with virtual team; updates opportunity win-plan appropriately. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall     56. Develops and executes a joint evaluation plan with the key opportunity individuals. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall       Maximize Opportunity Revenue   57. Includes revenue expansion discussions in opportunity review and strategy planning sessions in a disciplined way. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall     58. Plans for, schedules and executes early negotiating / positioning discussions with key opportunity individuals. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall     59. Is able to articulate, at any time, a compelling customer value proposition tied to customer business impact. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall       Drive to Timely Closure   60. Maps customer buying cycle and process to INFA sales process and adjusts opportunity win-plan accordingly. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall     61. Engages procurement and legal appropriately according to opportunity win-plan. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall     62. Develops and executes joint close-plan with key opportunity individuals. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall     63. Engages INFA executive resources to accelerate or leverage the customer buying cycle. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall     64. Includes actions to address customer perceived risk in opportunity win-plan. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall       Manage Customer Expectations   65. Includes deployment / implementation plan as part of joint close-plan in a disciplined way. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall     66. Is able to articulate the value of deployment / implementation plan at any time. The employee executes this activity... Not at all. Partly or somewhat. Satisfactorily but room to improve. Very well. With excellence and shows leadership. * One * Two * Three * Four * Five * Overall