Dealing with complex organizations

Many companies have clients with multiple business units, often across many countries.

No doubt, the relevance of these business units to you varies, as does your level of engagement with the essential stakeholders.

Ideally, each core business unit has a separate Account in Salesforce. We generally recommend creating an Account Plan for each decision-making unit or purchasing center within the customer organization.

For example, if the client’s headquarters makes all the procurement decisions, you may only need an Account Plan for the HQ. Alternatively, if every business unit or country makes decisions, you need an Account Plan for each.

Of course, some entities within the overall structure may need to be larger to justify separate Account Plans. Either leave them out of the process or create an account for the territory and link your plan to that.

Finally, you may still want a report that shows your opportunities across all the various teams and business units within your customer. We added the Master Account reports and charts to the app’s dashboard.