Relationship Map

Building account relationships is all about understanding the people and the politics involved in the customer's buying decision.

With this understanding, you can devote your time to the right people, and talk to them about the right issues. It also helps you to avoid unwelcome surprises during the course of the sales cycle.

That's where relationship maps come in. The map provides a visual representation of:

  • The people in the buyer’s organization who are involved in your account.
  • Important information about each one, including their relationships with each other.
  • Each person’s level of support for you and your level of contact ('Coverage Coverage is a relationship map attribute that indicates how much you've been in touch with a contact. There are several possible Coverage values: Unknown, No Contact, Brief Contact, Multiple Contacts, and In Depth.') with each of them.
  • Any business insights provided by each contact.
  • Actions that are due in relation to each relationship map contact, and their level of relationship with each member of your account team.

Each account can have a single relationship map. In addition, you can view versions of the map that only display contacts in a particular account division.

Each person on the map has a contact card. This makes it easy to see how everyone is connected, formally and informally, with other contacts involved in buying decisions.

Opening a Relationship Map

To view an account's relationship map, click the Go to Relationships button in the Account Manager launchpad on the Account record (as indicated below), or in the Account Summary panel on the Overview tab of an Account Manager plan.

To open an account's relationship map from the opportunity map, click the account's relationships icon (indicated below). The relationship map opens in a new tab.

To open the account relationship map with only contacts of the relevant division displayed, click the relationships icon for that division.

Note: If you open a relationship map from an opportunity map, you will see additional tabs (as highlighted below) that allow you perform account planning at the account level. For further information, see Altify Account Planning.

More About Relationship Maps