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This is Altify Accounts

Your best solution to unlocking revenue growth and creating living, breathing account plans, natively in Salesforce.

Focus on accounts with the highest growth probability
Operationalize account-based strategies
Uncover new opportunities
Strengthen relationships and build trust

Let’s walk through what it looks like to use Altify Accounts for a fictional customer, Ancaster Inc.

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The Overview section in Altify Accounts gives you a snapshot, or bird’s eye view of your Account Plan. Here you can view the targets, timelines, owners, and other metrics to measure account plan progress over time.

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The Account Details section houses all the critical planning information about the account in one place. This information can be used to make strategic crucial decisions and acts as a playbook for the account team.

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Each section expands to break down each topic on the account plan further.

For example, Ancaster Inc has been a long-term customer, and under Business Impact, we can see that we’ve had a favorable impact on their business, with the numbers to prove it. We can use this information in future expansion conversations with them.

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Under Row Details, the account plan information can be broken down further for each child account or division within the organization.

With the Overview and Account Details sections of Altify Accounts, the top-line and most essential information about the account plan can easily be shared across the revenue team.

Up next: Relationship and Insight Mapping

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**Understand Who the Key Decision Makers Are, and What Matters to Them**

Relationship Map and Insight Map within Altify Accounts allow sellers to visualize key contacts, decision makers, approvers, hidden influences, political status, and business insights directly in Salesforce.

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This relationship map is not just an organizational chart, but a guidebook on how influence flows within the buying team.

Green lines on the relationship map indicate a line of positive influence, red dotted lines indicate negative influence.

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Relationship cards on the relationship map reveal the most important information about a contact, such as:

Political influence on the buying team
Decision orientation
Support status
Level of contact the sales team has had with them

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Contact cards also house buyer insights related to that contact, which can also be found on the Insight Map.

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The 'Team Relationships' tab reveals which of your revenue team members have the closest relationship with any particular buyer.

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Aligning sellers with buyer motivations

On the Insight Map, your revenue team can visually assess all collective buyer insights related to an account plan in one place.

Your insight map is an information matrix that contains four important categories of insights that organize both the positive and negative factors influencing the decision-making process. They are:

Goals
Pressures
Initiatives
Obstacles

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GOALS

Goals are the desired end results that an approver and decision-maker want to achieve. They usually have a measurable outcome and a specific time frame. For example - achieving a 10% uplift in top-line revenues within 6 months.

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PRESSURES

Pressures are internal or external business issues that significantly impact approvers and decision-makers in achieving a goal. For example – a drop in market share.

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INITIATIVES

Initiatives are projects created to address pressures and meet goals. For example - maximizing revenue in key accounts.

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OBSTACLES

Obstacles are internal operational problems, typically involving a process, culture, skill set, or technology. For example, a poor qualification process.

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Altify Account's relationship mapping and insight mapping capabilities empower your revenue team to visualize who the key players are on an account and what matters to them most.

Up next: Opportunity Mapping

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Uncover Untapped Potential

The Opportunity Map within Altify Accounts is an especially important piece to growing revenue in your accounts. Here you can clearly identify where there is potential to upsell or expand reach within another division of this account.

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Each row in the grid represents a child account or division under Ancaster Inc.

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Each column in the grid represents the available solutions to upsell within the account divisions.

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'Whitespace' is clearly marked on the Opportunity Map where there is untapped potential to upsell a solution or service in a new account or division.

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Already won opportunities are marked in purple.

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Current, in progress opportunities are marked in green.

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And potential opportunities, not yet in pipeline, are marked in blue.

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If there is no chance of upselling a solution within a child account or division due to lack of fit, that portion of the Opportunity Map can be blocked.

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When we roll up all the child accounts and divisions of Ancaster Inc, we clearly see a sum of all the potential, current, and won opportunities for each of our solutions for Ancaster Inc as a whole.

Next up, let's review Objectives & Actions.

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An account plan is only a formality unless it is followed through on. Under Objectives and Actions, we’re able to see a breakdown of all the next steps to move the account plan forward.

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Objectives are higher-level goals that encompass a series of actions to fulfill a part or whole of a strategy execution within the account plan. Each objective has a drop down to give your revenue more context about the objective, as well as associated actions.

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You can also filter objectives by priority, owner, or child account/division.

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Actions are specific tasks needed to accomplish an objective. You can filter actions by owner or Account/Division.

With Opportunity Maps, sellers can quickly and easily see where there is potential for growth within an account.

Objections and Actions rally and organize your revenue team around mission-critical elements of your account plan to execute on.

Up next: Test and Improve

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Structured and Disciplined
Account Reviews

Test and Improve are sessions where chosen individuals from your revenue team come together to assess and review your account plan and give supporting feedback in a structured format to help move an account plan forward.

The Test and Improve section of Altify Accounts leverages the power of collaboration to overcome roadblocks, brainstorm, and move an account plan forward.

Let’s schedule a Test and Improve.

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When scheduling a Test and Improve, you will use this dialog box to determine the date, location, time, duration, and stakeholders that will be a part of your session. Both a calendar notification and email will be sent to all the people who will be a part of the meeting after it is scheduled.

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When you start a Test and Improve, you will see an outline of the structured meeting. Test and Improve sessions are organized into three primary parts:

Understanding the plan
Assessing the plan
Improving the plan

Each one of these parts is timed and has a specific goal to create effective collaboration.

Let’s view the session as if we are a presenter.

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During the Test and Improve session, you can navigate between all other parts of Altify Accounts, from the Overview to Objectives & Actions sections.

To kick off the session, the account owner will go over the account plan in detail using the four sections within Altify accounts.

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In the next step, participants will ask questions which the account owner will answer. Participants should focus their questions based on the interest of their hypothetical role. During this time, participants can put observations of the gaps they see in the account plan into the guide panel.

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The group then discusses each gap that was observed, along with the reasoning behind them.

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Based on those gaps, recommendations are suggested to overcome them.

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Finally, the summary page of the Test and Improve allows the account owner to schedule follow-up actions based on the gaps and recommendations discovered.

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A Test and Improve session is the key to orchestrating collaboration, raising critical questions, identifying gaps, vulnerabilities, and recommendations with insight and support from the broader revenue team.

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Account planning simplified.

Altify Accounts combines strategy and methodology into simple, Salesforce native tech to successfully operationalize and instill best practices and behavioral change in account planning. Get a personalized meeting today to learn how you can unlock your key account's hidden revenue potential and foster true team collaboration.

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