The strategic playing field is defined according to the 3 dimensions of customer target groups, products, and regions. It provides the context and focus for business development.
The sales model as a strategic topic answers questions regarding the targeted channel strategy, the competitive acquisition process, and the added value in the customer care approach.
A potential analysis for the defined playing field provides transparency of growth potentials for the dimensions of customer acquisition and customer development and thus provides a framework for quality improvement in operational sales planning.
Segmentation of customers in an opportunities potential portfolio enables formulation of segment-specific account strategies – attack, defend, or efficient care.