Sales Account Plan — Northwind Logistics (Strategic Account)

Account: Northwind Logistics Group Account owner: Priya Desai, Strategic Account Director Plan period: FY26 Last reviewed: 2 March 2026 Next review: 1 June 2026

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1. Account overview

Field	Detail
Industry / segment	Freight & supply chain, mid-market
Company size	~3,200 employees, eight regional depots
Current annual value	240,000 USD ARR
Relationship tenure	Customer since 2022
Renewal date	30 September 2026
Account tier	Strategic

Relationship summary: Northwind started with our routing platform for their central depot in 2022 and has since added two regional depots. The core relationship is healthy and the central operations team is a strong advocate, but six of eight depots still run on a legacy competitor tool. A new VP of Operations joined in January and is reviewing the regional tech stack — a clear opening, and a clear risk if we are slow.

2. Organisation and stakeholder map

Name	Role / title	Influence	Attitude	Relationship strength	Owned by
Tomas Reyes	VP Operations (new)	Decision-maker	Neutral	Developing	Priya Desai
Hannah Cole	Director, Central Depot	Influencer	Champion	Strong	Priya Desai
Marcus Webb	IT Procurement Lead	Influencer / Blocker	Skeptic	Developing	Liam O'Brien (SE)
Aisha Khan	Regional Depot Manager, East	User	Neutral	None	(unassigned)
Greg Sato	CFO	Decision-maker (budget)	Neutral	None	(unassigned)

Coverage gaps: No relationship yet with the five regional depot managers or with finance. The new VP is the critical relationship to build this quarter, and we have no champion outside the central depot.

3. Current relationship and revenue

Product / line	Business unit	Annual value	Trend
Routing platform	Central depot	150,000 USD	Flat
Routing platform	North & West depots	90,000 USD	Growing
Analytics add-on	None yet	0 USD	—
Total		240,000 USD

Adoption / health note: Central-depot usage is excellent (92 percent weekly active dispatchers). The two regional depots are still ramping at ~60 percent adoption, so onboarding support there protects the renewal and sets up the wider rollout.

4. Whitespace and expansion opportunities

Opportunity	Business unit / team	Est. annual value	Likelihood	Next move
Routing platform for 5 remaining depots	Regional operations	220,000 USD	Medium	Workshop with VP Operations
Analytics add-on (all active depots)	Operations	60,000 USD	High	Pilot with central depot champion
API integration tier	IT / procurement	35,000 USD	Low	Discovery with IT lead

5. Account goals

• Revenue goal: Grow ARR from 240,000 USD to 400,000 USD by end of FY26.
• Retention goal: Renew the central + North/West contract at or above current value by 30 September 2026.
• Relationship goal: Convert the new VP of Operations into a sponsor and recruit one champion in the regional operations team.
• Strategic goal: Land the analytics add-on as a beachhead, then use the result as proof for the regional rollout.

6. Risks and threats

Risk	Severity	Mitigation	Owner
New VP may standardise regions on the incumbent competitor	High	Secure an executive briefing in the next 30 days; lead with central-depot results	Priya Desai
Single-threaded — only one strong champion (Hannah)	Medium	Build relationships with VP, finance, and two regional managers this quarter	Priya Desai
Procurement lead is skeptical on integration cost	Medium	Run a scoped integration discovery to remove the unknowns	Liam O'Brien

7. 90-day action plan

Action	Linked goal / opportunity	Owner	Due
Executive briefing with VP Operations on central-depot ROI	VP relationship + regional rollout	Priya Desai	20 March
Launch analytics add-on pilot with central depot	Analytics opportunity	Hannah Cole + Priya	31 March
Integration discovery session with IT procurement	API tier + reduce blocker	Liam O'Brien	10 April
Onboarding push to lift North/West adoption to 80 percent	Retention goal	Customer success	30 April