Organizational Chart Software: A Prerequisite for Key Account Management?

By February 21, 2018Blog & Articles
Organizational Chart Software for key account managers

Org Charts are traditionally created to illustrate graphically the organization’s formal hierarchy. Its main purpose is to show the relationships and job positions of all the employees of the organization. Employee names and titles are depicted in boxes with lines linking them to departments and other employees. By looking at the chart, viewers can understand the structure of the organization, levels of seniority and where each employee lies in it.

Various organizations can use org charts internally to do any of the following:

  • Leaders can effectively manage growth/change
  • Employees can understand how their work impacts the organization
  • Improved communication
  • An employee directory for ready reference
  • Present other types of information, such as business entity structures and data hierarchies

Obviously, Org Charts can be quite helpful internally, but did you think that they would be even more so externally?

We, at DemandFarm, believe that there are better uses for it than just creating a formal hierarchy for internal use. As discussed in this blog the essence of key account management is value creation. But what if a key account manager is able to create an incredible value proposition, but doesn’t know who to tap into the client organization to ensure that it is given a fighting chance?

The best organizational chart is one that allows this hapless key account manager to understand how to navigate the murky waters of value addition for clients.

I would love to say that this is the perfect business opportunity and you should rush out and make such a software. But unfortunately, there is no denying that many have already understood the value of this type of an org chart software. There are many options in the market currently. But with so many options of organization chart software how is a key account manager to decide which one is the best?

Which is where we come in!

We’ve collated a list of the key features an ideal organizational chart software should certainly have to effectively help key account managers.

Superior UI and UX

The way a user interacts with a software and how his experience with it is has to be one of the most important features. It isn’t enough to just give great results, the user shouldn’t struggle to reach those results.

Highly Visual

An ideal organization chart software shouldn’t be list oriented, it should be extremely visual. A user should be able to understand in a single glance exactly what relationships the different participants have with one another and the key account manager’s organization.

Drag and Drop Functionality

Key account managers are a busy lot and physically sifting through large volumes of data and changing properties can be much too time intensive. Having a simple and quick drag and drop functionality that allows users to drag and drop contacts into an org chart is definitely a feature to look out for.

Flexibility in Purchase

Although an organizational chart software isn’t a big ticket purchase like a comprehensive key account management software, flexibility in payment terms should definitely be sought out.

Try before you Buy

Isn’t it very annoying when you download the free version of a software and have to purchase it for additional features? Some Organizational Chart Software allows you the option to try a full version for free for a limited period of time and then purchase it if you like the functionality.

Flexible Payment Options

Organizational Chart Software can have multiple payment options. Depending on feasibility you can either opt for a monthly, quarterly or yearly payment. These tailor-made payment plans can allow your organization to allocate limited resources elsewhere.

Key Account Manager Specific

Minimal Data Entry

Having a standalone Org Chart Software will require key account managers to input large volumes of data which is highly unnecessary in the golden age of Salesforce. A 100% Native to Salesforce app can allow you to use your Salesforce data to create org charts eliminating any additional data entry.

Internal Influences

A formal hierarchy can only take key account managers so far. In an organization some people may have a considerable influence on the budgetary allocation and some may also be in a position of influence with CXO level officials; despite being lower in the formal structure.

An ideal Organizational Chart Software should represent this data visually to ensure a better understanding of which contacts to tap for key account managers.

Relationship Strength

In large organizations, there may be some contacts who may be ardent supporters of your organization and others may have proven to be detractors. Trying to tap a detractor can lead to a key account manager running around in circles.

The ideal organization chart software should clearly define all champions, promoters, and detractors to ensure that key account managers know exactly who to approach.

Accessibility across Teams

The biggest problem with key account management teams is the presence of “tribal knowledge“. A key account manager handling a particularly prime account may take with him this tribal knowledge if and when he leaves the organization.

If the organization chart he created can be accessible to the entire key account management team, the loss of data can be limited to a large extent.

These are just some of the features we think that every Organizational Chart Software should have but what do you think? Do let us know in the comments below!

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Author Milind Katti

Milind is CEO & Co-Founder of DemandFarm. Having practiced and evolved the ‘account farming’ principle for over a decade he established DemandFarm and is passionate about delivering the best B2B key account management tool to serve the needs of key account managers. Milind also serves on the Board of LeadEnrich & is a Strategic Adviser. He was instrumental in developing & conceptualizing the idea behind LeadEnrich when he worked full-time for the first year. Prior to this, Milind co-founded QEDbaton & built the process frameworks for Delivery & Operations. Milind is an Electronics & Communication Engineer with MBA in Marketing. He is also an avid sports fan, voracious reader & above all a humanist.

More posts by Milind Katti

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