Miller - Heiman Blue Sheet Template Excel - Google

| 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.

| 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. Miller Heiman Blue Sheet Template Excel - Google

| 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. | Field | Content | | :--- |

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. Here is the standard content outline for a