Adding Contacts to a Relationship Map

Learning Objectives

After completing this unit, you'll be able to:

• Add existing contacts from Salesforce or from other relationship maps
• Consider adding contacts to the map based on Altify’s suggestions
• Create and add new contacts to the map
• Assign relationship owners
• Add contacts for the recommended personas
• Add placeholder personas to the map
• Consider Sales Navigator contacts you might want to add to the map

 

Add Contacts to the Relationship Map

When you're ready to start capturing relationship knowledge on the relationship map, the first thing to do is to add the contacts you know about.

Let's go back to Lynn Benford, the account executive who's doing discovery on a new account called MyHealth.

From her experience of other companies, Lynn knows MyHealth is likely to have problems she can solve with her point-of-sale (POS) hardware, software, and training solutions.

The key players she and the team want to connect with are:

• Susan Linton, the COO
• David Harris-Jones, the CCO
• Tom Perrin, the CTO
• Toni Wise, the vice president of customer experience
• Phil King, the information security manager

People who influence the key players include:

• Minerva Fields, the enablement manager, who has informal influence on Susan Linton.
• Don Kellett, the digital procurement manager; his thinking also counts for a lot with Susan Linton.

Lynn and the team will use a relationship map to manage both their coverage of these key players and their relationship development strategies. Their team objective is to achieve Trusted Advisor status with two of the key players.

Lynn selects Add Contacts > Import Contacts in the top right.

The Import Contacts dialog gives Lynn different ways to find the contacts she's looking for.

It automatically lists the contacts associated with the MyHealth account in Salesforce.

Lynn can begin selecting the contacts she wants to add to the map. She'll select the key players and those who influence them. She'll also select anyone else who may influence decisions to do with POS systems.

Altify Suggested Contacts

The filter options give Lynn a way to narrow down the list of contacts.

Clicking Key Players filters the list to show contacts who are key players on any opportunity relationship map associated with the MyHealth account.

Similarly, clicking Mentors and Supporters filters the list to show contacts set as a mentors or supporters on any of those maps.

And clicking High Coverage filters the list to show contacts with high coverage (level of contact with Retail POS) on any of the maps.

However, because Lynn and her team are just getting started with the MyHealth account, there are no opportunity relationship maps. So she won't use the filter options in this case.

Add Contacts for the Recommended Personas

Lynn turns her attention to the Personas tab.

Here she can check whether there are any known contacts associated with the recommended personas she needs to capture on the map.

She realizes that she hasn't yet selected the contact who is MyHealth's CFO. So she clicks the CFO persona. She sees Sonia West is suggested for this persona. Lynn selects Sonia.

Select a Placeholder Persona

Lynn remembers that she needs to find out who fills the data-operations role. She knows that Retail POS deals tend to close successfully when a relationship is built with the data-operations person at an early stage. So she needs to find out who fills this role.

To make sure she doesn’t forget, she wants to represent it on the map as a placeholder persona. She can change the placeholder to a contact later when she finds out who fills the role.

So Lynn selects the Data Operations persona. Then she selects Add Placeholder Persona.

Search for Contacts to Add

As well as contacts associated with the MyHealth account, Lynn also wants to add Dave Clifton, an external consultant who belongs to the Cimarron account.

She clicks Search and searches for him. When she sees Dave's name, she selects it.

See the Imported Contacts on the Map

When Lynn clicks Import, the contacts and placeholder she selected are added to the map.

The reporting relationships that have been set for these contacts are already reflected on the map.

Notice how the purple card on the left represents the vacant data-operations position. This is the placeholder persona.

Notice also now Dave Clifton's card has a gray icon. This tells you that he's "external" – he's associated with a different account.

Convert a Placeholder Persona to a Contact

When Lynn finds out who the data-operations person is, she'll be able to replace the placeholder on the map.

To do this, she can either:

• Click Add to select an existing contact.
• Click Create New on the placeholder card to create a new contact.

Create and Add a New Contact

Subsequently, Lynn has found out that MyHealth has a new hire – Pete Morant – and he hasn't been added as a contact in Salesforce yet.

So she selects the Add Contacts > Create New Contact option and adds Pete's basic details.

 

When she saves, Pete is added to Salesforce as a contact, and he's also added to the map under Sophie, the manager he reports to.

Set Relationship Owners

To specify who owns the Retail POS's relationship with a particular contact at MyHealth, Lynn clicks the contact.

Then, in the details panel on the right, she specifies the team member who is the relationship owner.

Try It Yourself

You've seen how to add contacts to your account's relationship map.

Why not open one of your own accounts now and start adding contacts to the map? You can:

• Add Salesforce contacts
• Add contacts with personas
• Add a placeholder persona
• Add a new contact