Market Guide for Account-Planning Tools-Gartner report
Are you looking to execute on Relationship Mapping, Opportunity Management, Analytics, and Account-Based Strategies natively within Salesforce?
“Account-planning tools help B2B sales organizations retain and grow accounts throughout the customer life cycle by providing account plan standardization, collaboration, and visualization capabilities. Chief sales officers should use this Market Guide to evaluate vendor options.”
Squivr’s user interface functionality includes drag-and-drop updates, embedded third-party resource-linked information and drop-down opportunity status selection. Some of Squivr’s Playbook account plans anchor on standard, out-of-the-box methodology templates and frameworks, but the configuration of the templates and frameworks can be customized.
Org Chart — Documents specific customer role characteristics, visualizes direct and indirect hierarchical relationships, and assigns unique opportunities to targeted individuals via standard contact and account objects.
Playbook — Visualizes and tracks the progression of tasks, engagements and milestones in one summary view, with opportunity-stage-based templated or tailored account action steps
“Key Findings
Account-planning tools (APTs) — whether CRM-native or a separate toolset — help sales organizations improve the ease and impact of their account-planning approaches.
Many vendors share common core capabilities, which makes evaluation challenging. But nuanced, seemingly small differences for specialized needs or use cases can have a big payoff in terms of solution adoption and value.
Vendors continually improve their offerings’ capabilities by increasing configurability, improving collaboration features, and enhancing data visualization.
Predictive recommendations — through which sellers are notified of at-risk accounts or growth opportunities and proactively guided to the next best action — represent an emerging capability and potential differentiator in the coming years.”
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