Informatica MAM Questionaire

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.

Fiscal Planning

* Fiscal Planning question...

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Some of them well, some of them not.

Most of them well.

All of them well.

Analyze Territory / Account Set

* Analyze Territory / Account Set

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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

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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

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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

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Some of them well, some of them not.

Most of them well.

All of them well.

Generate Demand / Manage Pipeline

* Generate Demand / Manage Pipeline

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Some of them well, some of them not.

Most of them well.

All of them well.

Forecast / Set Expectations

* Forecast / Set Expecations

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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

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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

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Some of them well, some of them not.

Most of them well.

All of them well.

Understand Account

* Understand Account

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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)

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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

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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

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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

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Some of them well, some of them not.

Most of them well.

All of them well.

Drive Customer Satisfaction

* Drive Customer Satisfaction

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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

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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

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Some of them well, some of them not.

Most of them well.

All of them well.

Qualify Opportunity

* Qualify Opportunity question...

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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

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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

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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

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Some of them well, some of them not.

Most of them well.

All of them well.

Drive to Timely Closure

* Drive to Timely Closure

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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.