Account-based selling technologies are streamlining the manual, labor-intensive process of assigning sales resources to specific companies or accounts in place of traditional geographic territories. The shift to account-based selling has been fraught with data and insight gaps for years, but as technologies have matured and grown in complexity, the ability to capture account data has made the process less administrative, more collaborative and increasingly insight driven. Sales and sales operations leaders should use this report to understand the capabilities of emerging vendors within major segments of the account-based selling market and to inform their technology strategies.

Customer revenue optimization (CRO) software helps sales organizations increase revenue from key accounts by aligning with other customer-facing functions, such as marketing and customer service, to become an extended revenue team. The software harnesses knowledge from throughout the business to understand customer needs and deliver outcomes that fulfill them at any point of contact. This maximizes the vendor’s revenue per customer by maintaining an active relationship throughout the customer life cycle.

Org chart software allows users to create organizational charts of all employees within a company. Org charts also help define individual roles in the company and cross-team connections.

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 best-fit vendor options.