# Zero-Base Territory & Channel Development — illustrative template

> Illustrative work format, not a client case study or completed result.

## Desired outcome

[Enter the outcome, client baseline and measurement period.]

## Here is how we actually do that

### 1. Build an account/application opportunity universe around selected markets and line-card strengths.

Facts / unknowns: [enter]
Action / owner / date: [enter]

### 2. Tier accounts, identify exclusions and assign seller, partner and support coverage.

Facts / unknowns: [enter]
Action / owner / date: [enter]

### 3. Prepare account entry and activate manageable batches with a 30–60–90 plan and scorecard.

Facts / unknowns: [enter]
Action / owner / date: [enter]

## Work products

- Territory/account priority map: [enter]
- Account tiering & exclusion criteria: [enter]
- Coverage and ownership map: [enter]
- Partner activation plan: [enter]
- 30–60–90 territory plan & scorecard: [enter]

## Starting inputs

Current customers, product categories, geography, account obligations and available sales/support capacity.

## Scope and boundaries

Zero-base means reassessing focus—not abandoning existing obligations or promising access to former accounts.