| Field | Content | | :--- | :--- | | Capabilities needed | Must-have features/services | | Success criteria | Measurable outcomes (e.g., 20% faster) | | Proposed products | Specific SKUs or services | | Implementation timeline | Milestones | Purpose: People & their roles.
Since I cannot send files, use this outline to manually create your own template in or Excel . Sheet Structure: Tabs (Columns A through O approx.) Tab 1: Blue Sheet (Main) | Column | Field Name | Description | | :--- | :--- | :--- | | A | Account Name | Target customer company | | B | Date | Last updated | | C | Owner | Sales rep/CSM name | | D | Opportunity Name | Specific deal name | | E | Stage | Prospecting, Negotiation, Closed Won, etc. | | F | Close Date | Expected deal closure | | G | $ Value | Opportunity amount | Tab 2: Situation (Red) Purpose: Known facts, not opinions. Miller Heiman Blue Sheet Template Excel - Google
| Field | Content | | :--- | :--- | | Business issues | Inefficiencies, costs, missed revenue | | Technical issues | Integration fails, data silos, downtime | | Personal pains | Risk to buyer’s career, lack of recognition | | Impact of doing nothing | Financial or operational loss | Purpose: Your answer to the problem. | Field | Content | | :--- |
| Name | Title | Role Type | Influence (High/Med/Low) | Support (Strong for / Neutral / Against) | Relationship to Economic Buyer | | :--- | :--- | :--- | :--- | :--- | :--- | Purpose: Your competitive position. | | F | Close Date | Expected
| Field | Content | | :--- | :--- | | Customer’s current state | What they do today | | Known metrics | Revenue, headcount, locations, tech stack | | Existing products used | What they already buy from you | | Past interactions | Last contact, previous purchases | Purpose: Gaps, unmet needs, pains.
| Role Type | Miller Heiman Term | Description | | :--- | :--- | :--- | | Economic Buyer | Ultimate approver | Signs the check, final authority | | User Buyer | Daily user | Will use the solution | | Technical Buyer | Approves specs | Legal, IT, procurement, compliance | | Coach | Internal advocate | Gives you insider info | | Champion | Strong supporter | Actively sells internally for you | Purpose: Map relationships.
Here is the standard content outline for a (Strategic Account Plan). This content is typically structured across columns in Excel or rows in Google Sheets.
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