PlaybooksABM, shown by example
Scenario datasheet No. 05
Simulation
fiktives Szenario, reale Methodik
Precision Pays
- Industry
- Industrial Metrology
- ABM type
- 1:Few → 1:Many hybrid
- Program duration
- 6 months
- Deal size
- €180,000 to €500,000 / system
Fictional company
Starting position
Manufacturer of in-line metrology and industrial computed tomography systems for 100% inspection in series production (medical devices, automotive safety components).
Numbers up front
Deal economics
€180,000 to €500,000 per system plus software licenses. Sales cycle 6 to 12 months.
Deal size
€180,000 to €500,000 / system
Headline metric · Core KPI
Pipeline value €2.5M to €4M
Size, criteria, triggers
Target Account List (TAL)
The TAL brings together exactly the accounts that fit the ideal customer profile: size, criteria, trigger events.
60 accounts (1:Few → 1:Many hybrid): series manufacturers with documented cost-of-quality drivers: recalls across the sector, tightening regulatory requirements (MDR in medical devices), high scrap rates on complex geometries.
Four roles, four vetoes
The buying committee
Four roles, four concerns, four plays: each persona gets the answer their veto hinges on.
Head of Quality Assurance
Inspection cost per part and false rejects (good parts wrongly scrapped).
VetoHead of Production
Cycle time: in-line inspection must not slow the line.
VetoRegulatory Affairs (medtech)
Validation and audit readiness of the inspection processes.
VetoCFO / commercial lead
Weighs scrap, rework, and complaint risk against the investment.
VetoRole
Head of Quality Assurance
The economic hero of this scenario.
Concern / objection
Inspection cost per part and false rejects (good parts wrongly scrapped).
Play
False-reject calculator: what do wrongly scrapped good parts really cost per year?
Role
Head of Production
Concern / objection
Cycle time: in-line inspection must not slow the line.
Play
Cycle-time data sheets from real integration scenarios.
Role
Regulatory Affairs (medtech)
Concern / objection
Validation and audit readiness of the inspection processes.
Play
Validation guide (IQ/OQ/PQ) for the inspection method.
Role
CFO / commercial lead
Concern / objection
Weighs scrap, rework, and complaint risk against the investment.
Play
Cost-of-quality business case (scrap + rework + complaint risk vs. investment).
Phased plan
The program
Month 1 to 3
1:Many entry
- Webinar series "Make cost of quality visible" as the 1:Many entry
Month 4 to 6
Concentration on the most active accounts
- Concentrate on the 20 most active accounts with 1:Few plays (calculator, sample-part analysis)
- Sample-part analysis: the target account sends in a component and receives a free CT scan with a full report
Honest ranges
Benchmarks & KPIs
Honest ranges as planning figures, not guarantees.
| KPI | Target | Rationale |
|---|---|---|
| Webinar attendees from the TAL | 25 to 30 of 60 | Cost of quality is an urgent, budgeted topic |
| Sample-part analyses | 8 to 12 | Like the benchmark cut: a commitment play |
| Opportunities | 8 to 10 | Conversion from analyses + calculator usage |
| Closed deals | 2 to 3 systems | Win rate ~25 to 30% |
| Pipeline value | €2.5M to €4M | 8 to 10 opportunities × avg. €340K |
Methodology generalized
Why this works
- Cost of quality is one of the few metrics that heads of quality, heads of production, and CFOs all understand equally.
- The calculator creates a shared language across the buying committee.
- The free CT scan is the physical proof.
Apply this scenario to your company