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Milind Katti

COO & Co-Founder, DemandFarm

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    If I were to summarize the essence of key account management, it would be ‘value creation’ for the customer. To create value for the customer, a key account manager must understand the customer’s business well to figure out what challenges they may face and then create solutions to address those challenges using his own products, services, people, technology or even process.

    Before that, he needs to understand the customer’s organization in and out which can be actualized by org chart builder. Let’s say this is done. What’s next? The key account manager must now communicate this solution to the right people in the customer organization and that hope they believe in him and the solutions he proposes. But in order to do so, there are some questions that must be answered:

    • Who are the right people to touch base with?
    • Where do they lie in the formal hierarchy of their organization?
    • What are the informal influences between those people?
    • Who are our supporters and detractors today?
    • Who controls what budgets?
    • With whom have we won/lost opportunities in the past?
    • Who are pursuing active opportunities today?
    • Who is that champion who can introduce him to that ‘unaware’ contact with a big budget?

    Most of the answers to these questions are what we sometimes call ‘tribal knowledge’. It is in the heads of multiple people in our company. In Salesforce, all that can be seen is a list of the contacts in a very unappealing way.

    Before Org Chart Software

    Consolidating all this knowledge into an interactive and visual heat map is integral. This is generally called an Org Chart for Key Accounts and is critical to not only building relationships but also in communicating their value to all key account managers who may need to leverage it.

    With an Org Chart Software, it becomes a lot easier to build interactive org charts that can be accessed by the entire key account management team. 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.

    best org chart maker

    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

    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 white space opportunity for your business and you should rush out and make such software.

    But unfortunately, there is no denying that many have already understood the value of this type of an org chart builder (s). There are many options in the market currently. But with so many options of organizational chart builders 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 org chart tool should certainly have to effectively help key account managers.

    Key features of Ideal Org Chart builder

    1. Superior UI and UX

    The way a user interacts with the 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 organizational chart maker 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.

    2. 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 the 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

    Org Chart Builders 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.

    3. Key Account Manager Specific

    Minimal Data Entry

    Having a standalone Org Chart builder 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 in 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 strategic 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?

    One such Org Chart Builder is the DemandFarm’s Salesforce Organization chart builder, which makes it easier to build such interactive and visual organizational charts using all the contacts in Salesforce.

    Best Org Chart Software

    The best Org Chart Software lets you simply drag and drop contacts from Salesforce to build Salesforce Org Charts quickly.

    The visual heat maps can allow key account managers to look at client relationship mapping from multiple views and leverage this information to my existing accounts.

    What are you waiting for? Try DemandFarm’s Org Chart for free today!

    Ready to discuss your Account Management Needs?

    About The Author

    Milind Katti

    COO & Co-Founder, DemandFarm

      Milind is the COO & Co-Founder of DemandFarm. He co-founded DemandFarm to build smart software technology to bring Account Planning and Relationship Intelligence into your CRM, making Key Account Management data-driven, predictable and scalable. Milind has close to 25 years of experience in sales & marketing. He is an Electronics & Communication Engineer with MBA in Marketing. He enjoys long-distance running, loves reading history, and above all else, he is a humanist.