Most annual plans fall short because they focus on projects rather than the outcomes customers truly care about. The shift from activity planning to outcome planning changes everything. It creates clarity, strengthens alignment, and sets the foundation for a more coordinated and strategic year.

In this video, Erica Richmond from Highspot shares how to re-engineer the annual planning process by starting with an outcomes workshop. Instead of asking what customers want to do next year, the conversation begins with their top business priorities and how success will be measured together.

Erica explains how to:

  • Facilitate outcome-driven planning sessions with customers

  • Translate business priorities into clear, quantifiable KPIs

  • Align cross-functional teams early so plans are coordinated, not reactive

  • Identify white space and expansion opportunities during planning

  • Build a unified strategy across product, partnerships, marketing, and account teams

  • Manage up to leadership with a structured plan that sets expectations for the year

When you set the tone early with customers, internally, and with leadership, the entire year becomes more strategic, more coordinated, and far more impactful.