Relationship Map

Building opportunity 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 opportunity.
• 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 opportunity team.
• Any decision criteria (particular concerns or requirements) associated with each contact).

Each opportunity can have a single relationship map.

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 open an opportunity's relationship map, click the Relationships tab.

More About Relationship Maps

• Altify Learning

The Altify Learning web site is an engaging way to learn how to get the most out of account relationship maps and opportunity relationship maps.

• Relationship Map Knowledge Base

For some of the finer points of relationship maps, you can check out the relationship map knowledge base.