Definicja account plan

A specification of product revenue or volume to be sold in a future period to a particular account (customer).

The account plan specifies either the planned volume or planned revenue that the account manager expects to achieve. The figures in the account plan are aligned with sales and marketing planning, as well as planning at headquarter level.

An account plan is embedded in the CRM Account Plannner transaction but is based on BW-BPS functionality. It contains key figures from a BW InfoCube that are relevant to planning, such as the previous year's sales figures, and promoted and non-promoted sales for this year. Users can display and enter planning figures in an account plan, and also use planning functions, such as the automatic calculation of the contribution margin.