Score Account Plays With RICE
Use RICE to compare account-plan initiatives and select the next best play.
BrightCart has three possible account plays: an executive workshop, a payments pilot, and an analytics expansion. Only one can receive serious team capacity this month. RICE = (Reach x Impact x Confidence) / Effort The common trap is executive theater: choosing the play that sounds most strategic before there is enough proof to make the executive conversation useful. That can waste scarce access and leave the account plan with no evidence. Estimate reach Executive workshop: 8 teams touched. Payments pilot: 2 teams touched. Analytics expansion: 4 teams touched. Reach matters, but it should not dominate the score. A narrow pilot…
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