Enterprise account launch playbook — strategic-account merch ramp
How a B2B sales team ramps a strategic enterprise account — exec gifting at signing, team kits at kickoff, milestone parcels at QBR — over a 12-month relationship cycle.
When to use this
How a B2B sales team ramps a strategic enterprise account — exec gifting at signing, team kits at kickoff, milestone parcels at QBR — over a 12-month relationship cycle.
Step-by-step sequence
Sequence: T-12 weeks — scope and budget; T-8 — SKU sign-off and tiered quotes; T-6 — production start, photo-proof; T-4 — packing and labelling; T-2 — dispatch waves; T-0 — event-day delivery and reconciliation; T+2 — post-mortem and re-order planning.
Outcomes & KPIs
Typical contract 35,000-180,000 over 90-150 days, 6-15 SKUs, 1,200-6,000 units. Defect under 0.4%, photo-proof on every dispatch, full e-invoicing on delivery day, NPS 65+.
Pricing & lead times — Portugal
All quotes excluding tax (IVA 23%). Tiered pricing MOQ 50/100/250/500. Standard lead 7-10 working days from artwork sign-off; rush 4-6 days at +30-40%. Hub: Lisbon. E-invoicing via Portal das Finanças (AT) included on every delivery.
FAQ
Who is this playbook for?
Marketing, internal comms, HR, events, procurement and CX teams running large or repeating merch programmes.
Do I need to follow every step?
Yes — skipping checkpoints typically slips delivery, increases cost or surfaces compliance gaps post-event.
Can we compress the timeline?
Yes for known SKUs we already produced — down to 4 weeks; new SKUs need the full 12-week cycle.
How are budgets validated?
Tiered quotes at MOQ 50/100/250/500 issued early in the cycle, sign-off mid-cycle, PO before production start.
What if requirements change mid-cycle?
Change-order window closes 21 days before delivery except colour/quantity tweaks; later changes incur rush surcharge.