They say if you know what you are doing you can write a yearly plan in five minutes and be 90% correct.

We will be discussing the importance of planning with the end in mind.


In the fast-paced world of tech, mastering the art of planning is the key to staying ahead. As the saying goes, if you know your game, you can craft a yearly plan in minutes and be 90% correct. In this discussion, we delve into the significance of planning with the end in mind.

Tops Down Planning

Strategic initiatives are the backbone of business success. Tops down planning focuses on these, navigating the landscape of key accounts and long-term goals. It’s the panoramic view that guides your ship in the right direction.

Bottoms Up Planning

While the top provides the vision, the bottom ensures the nuts and bolts are tightened. Bottoms up planning zeros in on tactical activities, including travel costs and operational intricacies. It’s about the meticulous details that bring the grand strategy to life.


Blending for Revenue

The real magic happens when you blend both approaches.

Aligning strategic vision with meticulous execution is the recipe for driving revenue.

Going live with incomplete information, products, or people is a natural part of the process, but a comprehensive plan mitigates risks.

To integrate top-down and bottom-up planning, start by establishing overarching goals and strategies at the top level. Then, empower teams at the bottom to contribute their insights and detailed plans, fostering collaboration. Finally, regularly revisit and adjust both levels of planning to ensure alignment and adaptability throughout the organization.

Top-down planning for revenue growth involves setting high-level targets, such as overall revenue goals and market expansion strategies. On the other hand, bottom-up planning could involve sales teams providing detailed forecasts and customer-specific plans to achieve the set revenue targets. Aligning these approaches ensures a comprehensive revenue strategy that combines strategic vision with the practical insights of frontline teams.

Your Call To Action: Tips to Get Started Today:

Focus your team on measuring what matters. For instance, at a trade show or webinar, numbers , or worse lists of 50, 100, or 500 attendees can be broad and overwhelming.

Prioritize metrics like numbers of and growth of meetings and demos, as well as conversions to positive outcomes. Sales isn’t just about quantity; it’s about quality.

Share Meaningful Key Metrics

Sales teams need more than surface-level data. Don’t just report that 100 people signed up and 40 attended. That speaks to marketing managers, and maybe the presenter.

Share key account data

Share if more than one person for a key enterprise account showed up in more enterprise B2B businesses. Key vertical metrics including financials, health, and interest from other budget-rich verticals and/or accounts like Federal agencies can help in more transactional businesses. These numbers speak directly to Sales reps and leadership.

Build accountability

Name Sales owners of those accounts where you can. That is meaningful, speaks directly to sales, and CROs will take notice. Tailor your metrics to what truly impacts the business..

Future Tactics

These are a few tips to help you craft your success with precision. Planning from the top down and the bottom up – because every dollar spent, sales rep minute used, and message broadcast matters.

Stay tuned for more tactics in the coming days and weeks. We’re here to guide you through the intricate dance of tech marketing and operations, ensuring your company thrives in the ever-evolving landscape.