This document provides an overview of a strategic account plan for Samsung Securities Co., Ltd. It begins by outlining the goals for the account, which include relationship building, revenue generation, and customer success. It then structures the Samsung account by identifying relevant targets and segments. Intelligence is added to the plan by linking data on the targets, including key decision makers, priorities, and competitive information. Metrics are established to track goal progression over time. The plan provides a framework to focus efforts on the most promising targets and iterate the strategy based on results.

1. SOUTH KOREA
1
2
3
4
5
6
A B C D E F G H I J
7
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GOALS
Version: 1.0 - Author: S2M-Group - Date 03 / 2017
ICP
OVERVIEW
32
targets
78
KDMs
7 segments
2 priorities
48
PRIO1
30
PRIO2
21
entities
311
2
1
Strategic Account Planning - SAMSUNG GROUP - March 17th 2017
2
area
Samsung Group
Samsung Venture Investment Corporation
Samsung Card Co., Ltd.
Samsung Card Customer Service Co., LTD
Samsung Life Insurance Co., Ltd.
Samsung Life Service Claim Adjustment Co., Ltd.
Samsung life insurance financial sevice insurance agency
Samsung SRA Asset Management Co., Ltd.
Samsung Asset Management Co., Ltd.
Samsung Active Asset Management Co., Ltd.
Samsung Hedge Asset Management Co., Ltd.
Samsung Asset Management (Hong Kong) Ltd.
Thai Samsung Life Insurance Co., Ltd.
Park Capital Holding Co., Ltd.
SSI Holding Co., Ltd.
Beijing Samsung Real Estate Co., Ltd.
30 Gresham Street (Jersey) Ltd.
30 Gresham Street (Singapore) Private Ltd.
Samsung Fire & Marine Insurance Co., Ltd.
Anycar Auto Claim Adjustment Service Co., Ltd.
SFMI Claim Adjustment Service Co., Ltd.
Samsung Vina Insurance Co., Ltd.
Samsung Property & Casualty Insurance Company (CHINA), LTD
PT. Asuransi Samsung Tugu
Samsung Reinsurance Pte. LTD
Samsung Securities Co., Ltd.
Samsung Securities Co., Ltd. (Asset Management)
Samsung Securities Co., Ltd. (Institutional)
Samsung Securities Co., Ltd. (Wealth Management)
Samsung Securities Co., Ltd. (Mobile Service)
Samsung Futures Co., Ltd.
Samsung Securities (Asia) Ltd.
GROUP TREE Grid
Location
Type Country Sector
Track
Changes
Mother Company
Subsidiary
Mother Company
Subsidiary
Mother Company
Subsidiary
Subsidiary
Subsidiary
Mother Company
Subsidiary
Subsidiary
Subsidiary
Subsidiary
Subsidiary
Subsidiary
Subsidiary
Mother Company
Subsidiary
Mother Company
Subsidiary
Subsidiary
Subsidiary
Subsidiary
Subsidiary
Subsidiary
Mother Company
Business Unit
Business Unit
Business Unit
Business Unit
Subsidiary
Subsidiary
South Korea
South Korea
South Korea
South Korea
South Korea
South Korea
South Korea
South Korea
South Korea
South Korea
South Korea
Hong Kong
Thailand
Thailand
Thailand
China
Jersey
Singapore
South Korea
South Korea
South Korea
Vietnam
China
Indonesia
Singapore
South Korea
South Korea
South Korea
South Korea
South Korea
South Korea
Hong Kong
Retailers
Venture Capital
Consumer Lending - NEC
Business Support Services - NEC
Life & Health Insurance - NEC
Health Insurance
Insurance Brokers
Investment Management & Fund Operators
Investment Management & Fund Operators
Investment Management & Fund Operators
Investment Management & Fund Operators
Investment Management & Fund Operators
Life & Health Insurance - NEC
Financials
Financials
Real Estate Services - NEC
Real Estate Services - NEC
Real Estate Services - NEC
Property & Casualty Insurance - NEC
Property & Casualty Reinsurance
Property & Casualty Reinsurance
Property & Casualty Insurance - NEC
Property & Casualty Insurance - NEC
Property & Casualty Insurance - NEC
Reinsurance - NEC
Securities & Commodity Exchanges
Securities & Commodity Exchanges
Securities & Commodity Exchanges
Securities & Commodity Exchanges
Securities & Commodity Exchanges
Securities & Commodity Exchanges
Brokerage Services
Retailers
Investment Banking & Investment Services
Banking Services
Professional & Commercial Services
Insurance
Insurance
Insurance
Investment Banking & Investment Services
Investment Banking & Investment Services
Investment Banking & Investment Services
Investment Banking & Investment Services
Investment Banking & Investment Services
Insurance
Financials
Financials
Real Estate Operations
Real Estate Operations
Real Estate Operations
Insurance
Insurance
Insurance
Insurance
Insurance
Insurance
Insurance
Investment Banking & Investment Services
Investment Banking & Investment Services
Investment Banking & Investment Services
Investment Banking & Investment Services
Investment Banking & Investment Services
Investment Banking & Investment Services
Investment Banking & Investment Services
Segment
5
1
8
countries
13
1
1
A1
B2
C2
D3
E2
F3
G3
H3
I3
J4
K4
L4
M3
N3
O3
P3
U3
R4
S2
T3
U3
V3
W3
X3
Y3
Z-AC2
Z5
AA5
AB5
AC5
AD3
AE3
Samsung Group is a South Korean
multinational conglomerate headquartered
in Samsung Town, Seoul. It comprises
numerous affiliated businesses, most of
them united under the Samsung brand.
Notable Samsung industrial affiliates
include Samsung Electronics (the world's
largest information technology company
measured by 2012 revenues, and 4th in
market value), Samsung Heavy Industries
(the world's 2nd-largest shipbuilder
measured by 2010 revenues), and Samsung
Engineering and Samsung C&T
(respectively the world's 13th and
36th-largest construction companies).
Other major subsidiaries including
Samsung Life Insurance (the world's
14th-largest life insurance company),
Samsung Everland (operator of Everland
Resort, the oldest theme park in South
Korea) and Cheil Worldwide (the world's
15th-largest advertising agency measured
INDIA
Samsung Securities Co., Ltd.
i Information
Industry: Securities & Commodity Exchanges . Website: http://www.samsungsecurities.co.kr/ . Phone: +82 2 2020 8000
Adress: Samsung Electronics Building, 11, 74-Gil, Seocho-Daero, Seocho-Gu Seoul South Korea
Key Decision Makers
P? 0 ?
2
3 Months/1 yr 1 yr/3 yr
Relationship Goal
Revenue Goal
Customer Success Goal
+ Add a new Goal
Relationship
Revenue
Customer Success
+
SMART ACCOUNT PLAN
by S2M-group
«Name your accounts
and define your goals»
«Leverage your
Product/Market-Fit &
Ideal Customer Profile
to sift your account» «Discover your
account»
Client / To canvass / competing solution
Quantity of Products
Partnership
Products concerned
Target priority
(1/3)
Target informations
Public & market insights
Key Decision Makers
Priority 1
Key Decision Makers
Priority 2
Pipeline advancement
stage
Goals’ advancement
Always add your own comments
Our ambition is to help you leverage your clients’ requirements and commitments to value, so that you align your solutions’ value
propositions with their strategic objectives. We are handling this challenge with a solution that can manage the deep complexity required
while offering a simple and visual approach. By developing smart and data-driven strategic account plans, you can ensure growth in your
revenue and signed targets, as well as strengthened relationships in new and existing strategic accounts.
Marke+™ complex sales steering platform combines your Product/Market-Fit (Products’ 360° view, Ideal Customer Profile, Value
Propositions…) with actionable market insights, public information, and account and contact data, enabling you to:
•match the market’s buying signals with your lead & opportunity contexts to build tailored programs and campaigns
•improve the collaboration of your teams (BDR, SDR, Enterprise Sales/Key Account Manager, Marketers, Delivery team, Key Executives
and even Partners’ Sales Reps) to forecast, drive and report their broad reaching or account based initiatives at the country, regional
or worldwide level
•accelerate your customer journey to more easily reach your reputational, relationships and revenue goals
Let’s assume that you are targeting Samsung Group in the
APAC region with the following assigned goals.
Adjust & Iterate
Once your account has been filtered through your Product/Market Fit, the structure of the organization chart is created:
targets matching your criteria are positioned, bringing the primary level of information to the account plan while
providing the first overview of your account.
Now that your account is structured you can start
bringing the intelligence to the account plan. By
linking your tools (CRM, MAT, Accounting Tool…),
collaboratively updating the account’ plan or assigning
S2M-group to generate fresh and 100% targeted data
you’ll be able to create a unique and effective Smart
Account Plan. This brings together your products
information, sales strategy, goals, clients, partners and
competitors’ data along with public and market
insights, key decision makers and associated value
proposition, pipeline advancement, ….
This unified view, or single point of truth can now be
used by any business profile within your organization
with the assurance that you rely on the same data and
insight from the regional SDR to the Global Head of
Sales or the Field Marketing Manager. As a matter of
example Salesforce.com (SFDC) like many other CRM
leaders, isn’t complying with ABM constraints.
In SFDC’s current state, leads and accounts/contacts/
opportunities essentially live in different databases,
making comprehensive accounts visibility difficult for
the whole account team.
Marke+ leverages your CRM and MAT data, as well as
external data in order to provide you with an
account-centric view. This view can be personalized to
display, for example, all the targets within Samsung (or
multiple accounts):
-Belonging to one defined sales team or individual
-Belonging to the same industry/ segment/ region/
pipeline stage…
-Involving the same partner
-Having the same solution(s) positioned onto
Still not convinced ?
As usual, we try to offer our customers and prospects with concrete materials to grasp our methodology, services and tools.
We are eager to offer you an overview of S2M’s Smart Account Plan.
Contact-us to order a personalized sample : marketing@s2m-group.com
Marke+™ allows you to apply an end-to-end process to manage your list of named accounts and their related target list,
personalize your content at scale and orchestrate your campaign across all your channels. By doing so, it provides
account, market and team centric analytics allowing you to follow your result and forecast your activity.
By being able to monitor multiple parameters and indicators over time, track your results at the target, account or sales
region levels you’ll be able to discover more insights, the decisive ones. This will help you reseting your goals, fine-tuning
your Product/Market-Fit and Ideal Customer Profile to ultimately take better decisions to drive your growth through
your strategic account’s landscape or individual targets pool.
RESULTS
GOALS VS RESULTS
3 months
to 1 year
1 year
to 3 years
Relationships Goal
Revenue Goal
Customer Success Goal
SCORECARD
VS. IBM
VS. SAP
VS. ORACLE
WON (4) LOST (2) OPEN LONG-LIST(4)
WON (5) LOST (6) OPEN LONG-LIST (7)
WON (10) LOST (2) OPEN LONG-LIST (3)
OPEN SHORT-LIST(4)
OPEN SHORT-LIST (3)
VP HEATMAP
PRIO 1: BANKS
> Retail bank
> Private bank
> Commercial bank
PRIO 2: ENERGY
> Oil & Gas
> Waste to Energy Systems
PRIO 3: TELECOMMUNICATIONS SERVICES
> Network Infrastructure
> VOIP Services
PRIO 1
CRO
CEO
Head of audit
CTO
Head of Sales
Head of marketing
Head of business line
CRM Manager
CFO
PRIO 1
PRIO 1
PRIO 2
PRIO 2
VP 1 VP 2 VP 3
PRIO 2
PRIO 3
PRIO 3
PRIO 3
+
++ --
Relationships Goal
Revenue Goal
Customer Success Goal
Relationships Goal
Revenue Goal
Relationships Goal
Revenue Goal
Customer Success Goal
TARGET 1
TARGET 3
TARGET 2
S-L
(1)
«Bring intelligence to
the account»
«Track goals against
result and iterate»
PRIO 1: BANKS
> Retail bank
> Private bank
> Commercial bank
TARGET
PRIO 2: ENERGY
> Oil & Gas
> Waste to Energy Systems
PRIO 3: TELECOMMUNICATIONS SERVICES
> Network Infrastructure
> VOIP Services
Number of employees
Asset size - US$billion
10K 500K
10 1000500
VALUE
PROPOSITION
Sales strategy
Direct IndirectMixed
+
+
Product Name
Product Function
Average Ticket
Sales Cycle Lenght
Competitors
IBM
Oracle
SAP
Partners
HP
Fujitsu
Accenture
Clients
Santander
AXA
HSBC
GEOGRAPHICAL MARKET
AMERICAS
APAC
EMEA
CIS
REGIONS
SUB-REGION
NAME
Function
$450.000 - $600.000
7 to 9 month
PRIO 1 VP 1 VP 2 VP 3
CEO
CTO
HEAD OF BUSINESS LINE
PRIO 2 VP 1 VP 2 VP 3
HEAD OF SALES
HEAD OF MARKETING
CRM MANAGER
PRIO 3 VP 1 VP 2 VP 3
CRO
HEAD OF AUDIT
CFO
COUNTRIES
TAM
1763
SAM
813
376
ICP
OVERVIEW
32
targets
78
KDMs
7 segments
2 priorities
48
PRIO1
30
PRIO2
21
entities
311
2
1
2
area
8
countries
13
1
1
5
1
Samsung Securities Co., Ltd.
P? 0 ?
2
VP HEATMAP
PRIO 1: BANKS
> Retail bank
> Private bank
> Commercial bank
PRIO 2: ENERGY
> Oil & Gas
> Waste to Energy Systems
PRIO 3: TELECOMMUNICATIONS SERVICES
> Network Infrastructure
> VOIP Services
PRIO 1
CRO
CEO
Head of audit
CTO
Head of Sales
Head of marketing
Head of business line
CRM Manager
CFO
PRIO 1
PRIO 1
PRIO 2
PRIO 2
VP 1 VP 2 VP 3
PRIO 2
PRIO 3
PRIO 3
PRIO 3
+
++ --
RESULTS
GOALS VS RESULTS
3 months
to 1 year
1 year
to 3 years
Relationships Goal
Revenue Goal
Customer Success Goal
Relationships Goal
Revenue Goal
Customer Success Goal
Relationships Goal
Revenue Goal
Relationships Goal
Revenue Goal
Customer Success Goal
TARGET 1
TARGET 3
TARGET 2
SCORECARD
VS. IBM
VS. SAP
VS. ORACLE
WON (4) LOST (2) OPEN LONG-LIST(4)
WON (5) LOST (6) OPEN LONG-LIST (7)
WON (10) LOST (2) OPEN LONG-LIST (3)
OPEN SHORT-LIST(4)
OPEN SHORT-LIST (3)
S-L
(1)
GOALS
3 Months/1 yr 1 yr/3 yr
Relationship Goal
Revenue Goal
Customer Success Goal
+ Add a new Goal
Relationship
Revenue
Customer Success
+
The cornerstone of a smart Account Based Marketing approach is to focus on a list of targets (i.e. buying center)
belonging to your named account (Samsung) and fitting to your Ideal Customer Profile (ICP). With such predictive
analytics, marketers can create quantifiable target lists belonging to one or many accounts, based on multiple variables
such as company size, revenue, vertical ... and better understand the size of their market (TAM, SAM and ICP) as well as
the related effort to evangelize it.
The benefit of leveraging your Product/Market Fit and Ideal Customer Profile to “sift” an account is to focus your sales and
marketing effort solely on targets who best match your company’s revenue and business objectives. In doing so, you can
maximize your value propositions alignment, increase your ROI, and accelerate your sales cycle.
Marke+
Visualize. Make business.
3
Goals
Advancement stage
Relationship Goal
Revenue Goal
Customer Success Goal
P1
P2
P3
Next Step: Set a meeting with
Mr. Theo Huh
+ Ask Sam to call Mr. Lee (CEO)
to review the proposal
Sales
Met
VP_CEO_PB
Identified
As of December 31, 2015, the
Company maintains
approximately 9.81 million card
accounts,
2.16 million merchants and 22
branches. (Source: Annual Report
2015)
Challenge
Connect and engage with customers
Discover valuable insights with WiFi
and location analytics
Increase revenue opportunities for
Samsung sales agents & distributors
Results
Securely and seamlessly connects
customers to the network
Improved Wi-Fi access everywhere
Access to real-time insights about
visitors to Samsung branches
2/6
PRIO 1: BANKS
> Retail bank
> Private bank
> Commercial bank
TARGET
PRIO 2: ENERGY
> Oil & Gas
> Waste to Energy Systems
PRIO 3: TELECOMMUNICATIONS SERVICES
> Network Infrastructure
> VOIP Services
Number of employees
Asset size - US$billion
10K 500K
10 1000500
VALUE
PROPOSITION
Sales strategy
Direct IndirectMixed
+
+
Product Name
Product Function
Average Ticket
Sales Cycle Lenght
Competitors
Microsoft
Oracle
SAP
Partners
HP
Fujitsu
Accenture
Clients
Santander
AXA
HSBC
GEOGRAPHICAL MARKET
AMERICAS
APAC
EMEA
CIS
REGIONS
SUB-REGION
SoftCare
Customer Care
$450.000 - $600.000
7 to 9 month
PRIO 1 VP 1 VP 2 VP 3
CEO
CTO
HEAD OF BUSINESS LINE
PRIO 2 VP 1 VP 2 VP 3
HEAD OF SALES
HEAD OF MARKETING
CRM MANAGER
PRIO 3 VP 1 VP 2 VP 3
CRO
HEAD OF AUDIT
CFO
COUNTRIES
TAM
1763
SAM
813
376
ICP
VP_CEO_PB VP_CxO_BANK VP_PB
VP_CTO VP_CxO_BANK VP_IT_BANK
VP_BUSINESS_PB VP_PB VP_IT_APAC
VP_SALES_PB VP_SALES_BANK VP_CxO_BANK
VP_MKT_PB VP_CMO_BANK VP_IT_APAC
VP_CRM_PB VP_IT_BANK
VP_CRO_PB VP_CxO_BANK VP_SALES_PB
VP_CEO_PB VP_CxO_BANK VP_PB
VP_CFO_PB VP_CRO_PB VP_CxO_BANK
«Insights to actions»
Track goals against results at account and target levels
Monitor your competition in the entire account
Test and track your most impactful value propositions
with a deep granularity
The account team can then easily research, design and implement an ABM playbook to coordinate Samsung´s
target-specific content campaign (relevant at the target and contact level), to ensure an accurate and effective coverage
of the whole target account list. Indeed, the combination of market and account intelligence helps the account team
collaborate on customizing, effective account-centric campaigns that evangelize and generate consideration and
revenue from your targets.
A new “Insight to Action” account centric management platform
Marke+ motto is : “a picture is worth a thousand words”
- another online BI platform. We are providing a ready to
use sales platform, designed for B2B sales reps & marketers
supporting rising startups or market leader from all around
the world
- another data vendor´s web portal. We don’t sell
on-the-shelf data, we use your product-market fit to design
your Ideal Customer Profile and generate on-demand and
100% accurate market insights and data. Moreover Marke+™
can be used solely with your data,
- another telemarketing company’s web portal. We don´t
sell feature to contacts, we rely on your value proposition to
evangelize your targets and gauge the interest of all key
decision makers, before turning them to your sales team.
Therefore we know what data is valuable or not.
-Building a plug and play steering tool to
empower valuable data — because it’s all
about scalability,
-Supporting and not teaching B2B sales
and marketing professionals — because it
is all about mindset,
-Paving the way to untapped accounts all
around the world — because ambition
goes with money.
MARKE+™ IS NOT: MARKE+™ IS:
Marke+™, the new sales acceleration platform developed by S2M-group, eases your broad reaching and
account based strategies by bringing intelligence into the accounts’ data. This will help you find, engage
and stay aligned to your best accounts and targets until and beyond the closing.
Let’s use the following Marke+™´s export of Samsung´s smart account plan to outline its power of visualization and collaboration.
Why Samsung? because we all know the brand name but who really knows the group?
100% PRIO 1 100% PRIO 1, 2, 3
8,5M$ 43M$
2 business cases 10 business cases
1. Define your
product
information
3. Vizualize the key
market indicators
related to your
product/market-fit
2. Define your sales strategy
4. Define your targeted market
Start visualizing the organization chart
Number of subsidiaries
attached to each entity
Down to the business unit level!
And the Key Decision Makers involved
Instantly visualize the account’s key indicators
Number of targets
Segments to be addressed
Areas & countries covered
www.s2m-group.com
Made with  in Barcelona, Spain © S2M-group 2017
KPI
Short term Long term