Interesting Use Cases for Accounts
If you are wondering at what are some of the best ways to utilize the Accounts module in Clari, well look no further!
Our Accounts tab is one of the most robust and powerful tools you can use to look at customer whitespace and see how your reps are penetrating into their Accounts and creating strategic partnerships -- but where do I start?
If you have these questions, this article is for you! 😁 Feel free to also consult your CSM on how to get these set up in your Clari instance.
Use Case #1: Account Prioritization for Sales Planning
- Traditional Use Case for the Accounts module is for Sales Planning
- Some Useful Fields to Consider Bringing in:
- Industry
- Competitors
- Products
- Activity/No Activity Filtering
- VALUE ADD: What does this solve for?:
- Where are my reps spending most of their time?
- How do I view which accounts across which industry is getting the appropriate attention?
- Are there any accounts that we have been neglecting/not been reached out to?
Use Case #2: Account Health/Prioritization for CSM’s
- Accounts can be best leveraged in regards to Account Health to monitor
- Some Useful Fields to Consider Bringing in:
- Account Health
- Competitors
- Product
- Risk Reason
- Open Opportunity Checkbox
- Account Type (Customer)
- Usage Rate %
- Number of Support Ticket Cases (Escalated/Resolved)
- Total Licenses (Used/Unused)
- Open Cases
Sample fields to use in AE for CSM/AM Mode
- VALUE ADD: How to position this for the customer –
- It is no secret that the most successful expansion/upsell deals come from Green Accounts. We could sort by Customer Accounts that are green that currently have high Usage Rate % or no open opportunities to start in regards to generating new ARR from existing businesses.
- Keep line of sight and visibility into how we are currently taking care of our Red Accounts in regards to activity
- Monitor Suites of Products and if there are areas of potential churn (Red Accounts), you can compare and contrast different potential Competitors/Risk Reasons to see how you can strategically address those by enabling the CSM/AM/AE to save the account.
Use Case #3: Demand Gen/BDR’s - Non-Opportunity Account Touchpoints
- Accounts can help Marketing and Demand Gen in expanding to different verticals, but also to keep track of Buying Stage, Spiking Intent Topics, Priority, etc. to monitor how the spread of account penetration looks like.
- Useful for AE’s as well to see state of accounts:
Sample fields to use in AE for Demand Gen/BDR Mode
- How does this differ from the Traditional Account Prioritization Use-Case?
- To differentiate, this would prioritize a layout that targets Pipeline Generation rather than Account Prioritization
- Some useful fields to include would be:
- Open Opp Checkbox Field
- Account Priority Tier Fields
- Employee Count/Market Segment
- Vertical/Industry
Use Case #4: SE’s - Account Prioritization
- Prioritization of Accounts can be categorized from an SE perspective as well from a Technical Perspective.
- Leveraging a range of prospective fields, we can better manage where the SE is spending their time – the goal would be for them to ideally spend more time on ICP Accounts
- Useful Fields to include would be:
- Technical Fit
- Ideal Customer Profile Check
- Vertical/Industry
Use Case #5: Consumption Use Case
- We can leverage the Accounts module to also keep tabs on Accounts from a Consumption-based perspective.
- It may not be as opportunity-centric but there are some key insights we can visualize and showcase for your needs:
- Useful fields to include would be:
- Consumed Type
- Consumed Units
- Usage % Against Contract
- Projected Consumed Type
- Projected Consumed Units
