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Please answer all questions honestly. Your answers will be kept strictly confidential.
 
 
 
Background
 
 
 
How long have you worked at Informatica?
 
Less than 3 months
 
3 months to less than 1 year
 
1 to 3 years
 
4 to 6 years
 
7+ years
 
 
 
How long have you been in your current role?
 
Less than 3 months
 
3 months to less than 1 year
 
1 to 3 years
 
4 to 6 years
 
7+ years
 
 
 
Territory Management
 
 
Desired Outcome: Predictable revenue production driven through business planning and execution rhythm.
 
 
 
Management Rhythm
 
 
Management Rhythm

 
None of them at all.
 
Some of them, but none well.
 
Some of them well, some of them not.
 
Most of them well.
 
All of them well.

 
 
Management Rhythm:

Rating Help
1 2 3 4 5
John
Mark
Sam
 
 
Management Rhythm:
1 - None of them at all. 2 - Some of them, but none well. 3 - Some of them well, some of them not. 4 - Most of them well. 5 - All of them well.
John
Mark
Sam
 
 
How satisfied are you with the following: Rating
Very Unsatisfied Unsatisfied Neutral Satisfied Very Satisfied
Website
Customer Service
Overall
 
 
 
Fiscal Planning
 
 
Fiscal Planning question...
 
None of them at all.
 
Some of them, but none well.
 
Some of them well, some of them not.
 
Most of them well.
 
All of them well.
 
 
 
Analyze Territory / Account Set
 
 
Analyze Territory / Account Set
 
None of them at all.
 
Some of them, but none well.
 
Some of them well, some of them not.
 
Most of them well.
 
All of them well.
 
 
 
Segment and Prioritize Accounts
 
 
Segment and Prioritize Accounts
 
None of them at all.
 
Some of them, but none well.
 
Some of them well, some of them not.
 
Most of them well.
 
All of them well.
 
 
 
Educate / Evangelize Vision
 
 
Educate / Evangelize Vision
 
None of them at all.
 
Some of them, but none well.
 
Some of them well, some of them not.
 
Most of them well.
 
All of them well.
 
 
 
Analyze Pipeline
 
 
Analyze Pipeline
 
None of them at all.
 
Some of them, but none well.
 
Some of them well, some of them not.
 
Most of them well.
 
All of them well.
 
 
 
Generate Demand / Manage Pipeline
 
 
Generate Demand / Manage Pipeline
 
None of them at all.
 
Some of them, but none well.
 
Some of them well, some of them not.
 
Most of them well.
 
All of them well.
 
 
 
Forecast / Set Expectations
 
 
Forecast / Set Expecations
 
None of them at all.
 
Some of them, but none well.
 
Some of them well, some of them not.
 
Most of them well.
 
All of them well.
 
 
 
Account Development
 
 
Desired Outcome: Deep account penetration and high customer satisfaction.
 
 
 
Account Preparation
 
 
Account Preparation
 
None of them at all.
 
Some of them, but none well.
 
Some of them well, some of them not.
 
Most of them well.
 
All of them well.
 
 
 
Account Penetration
 
 
Account Penetration
 
None of them at all.
 
Some of them, but none well.
 
Some of them well, some of them not.
 
Most of them well.
 
All of them well.
 
 
 
Understand Account
 
 
Understand Account
 
None of them at all.
 
Some of them, but none well.
 
Some of them well, some of them not.
 
Most of them well.
 
All of them well.
 
 
 
Develop Account Plan(s)
 
 
Develop Account Plan(s)
 
None of them at all.
 
Some of them, but none well.
 
Some of them well, some of them not.
 
Most of them well.
 
All of them well.
 
 
 
Create Awareness
 
 
Create Awareness
 
None of them at all.
 
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Some of them well, some of them not.
 
Most of them well.
 
All of them well.
 
 
 
Develop Key Relationships
 
 
Develop Key Relationships
 
None of them at all.
 
Some of them, but none well.
 
Some of them well, some of them not.
 
Most of them well.
 
All of them well.
 
 
 
Identify Opportunities
 
 
Identify Opportunities
 
None of them at all.
 
Some of them, but none well.
 
Some of them well, some of them not.
 
Most of them well.
 
All of them well.
 
 
 
Drive Customer Satisfaction
 
 
Drive Customer Satisfaction
 
None of them at all.
 
Some of them, but none well.
 
Some of them well, some of them not.
 
Most of them well.
 
All of them well.
 
 
 
Opportunity Management
 
 
Desired Outcome: Higher than average win rate with high ROI of revenue vs. cost of sales.
 
 
 
Sales Engagement
 
 
Sales Engagement

 
None of them at all.
 
Some of them, but none well.
 
Some of them well, some of them not.
 
Most of them well.
 
All of them well.
 
 
 
Success Management
 
 
Success Management

 
None of them at all.
 
Some of them, but none well.
 
Some of them well, some of them not.
 
Most of them well.
 
All of them well.
 
 
 
Qualify Opportunity
 
 
Qualify Opportunity question...

 
None of them at all.
 
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Some of them well, some of them not.
 
Most of them well.
 
All of them well.
 
 
 
Develop Opportunity Relationships
 
 
Develop Opportunity Relationships

 
None of them at all.
 
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Some of them well, some of them not.
 
Most of them well.
 
All of them well.
 
 
 
Engage and Drive Resources
 
 
Engage and Drive Resources

 
None of them at all.
 
Some of them, but none well.
 
Some of them well, some of them not.
 
Most of them well.
 
All of them well.
 
 
 
Maximize Opportunity Revenue
 
 
Maximize Opportunity Revenue

 
None of them at all.
 
Some of them, but none well.
 
Some of them well, some of them not.
 
Most of them well.
 
All of them well.
 
 
 
Drive to Timely Closure
 
 
Drive to Timely Closure

 
None of them at all.
 
Some of them, but none well.
 
Some of them well, some of them not.
 
Most of them well.
 
All of them well.
 
 
 
Manage Customer Expectations
 
 
Manage Customer Expectations...

 
None of them at all.
 
Some of them, but none well.
 
Some of them well, some of them not.
 
Most of them well.
 
All of them well.
 
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