Effective Account Planning & Management

Analyze, Plan and Govern your Key accounts within your CRM

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Simple yet Powerful

Grow your key accounts by achieving a deeper understanding of your Key accounts through improved data visualization and qualitative analysis that simplifies your key account management.

Native to your CRM

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Living, breathing Account plans inside your CRM!

  • Real-time data-driven account planning
  • Eliminates the clutter of Excel sheets/ Powerpoints
  • Easy to collaborate and assign tasks

A Vantage point for Sales Leadership on Key Accounts!

  • Aggregated Data across multiple key accounts
  • Easy tracking and offline reviews!
  • Pre-built management dashboards and reporting

1. Analyze

White space Analysis

Understand your current engagements with key accounts and the possible opportunities, white spaces to explore

What it is

Our most comprehensive and popular module! This is where 80% of the prep work for Annual Planning happens. It’s an interactive, visual representation of everything you need to know to make strategic decisions – it’s the maximum info about Key Accounts in terms of landscape & business opportunities.

What you get

  • See the Big Picture and the Details – 360-degree clarity to anticipate opportunities, build the right capacities, align resources
  • Zoom into Account plans to know where to cross-sell and up-sell
  • See where you are selling (or not) offering wise and customer wise
  • Identify the farming and mining opportunities in existing Key Accounts
    Plan/ Build business case/Capacity accordingly
key account-management software white space analysis
Deals Heatmap
Opportunity Pipeline
Landscape mapping
Know where you are presently doing business/ cannot do business

Relationship Mapping

Simply ‘Drag & Drop’ the contacts to build an Org chart for a better understanding of relationships and influences. Avaialble in 2 CRMs – Salesforce Org chart & MS Dynamics Org Chart

What it is

B2B salespeople always want to build Org Chart for their large accounts to sell more. This feature of the product for strategic account management is packed with features, visual, easy navigation with a drag and drop mapping

What you get

  • Know who’s who
  • Whom to connect with externally
  • Whom to leverage internally
  • Which relationships to build and which ones to defer
  • Invest time/ effort/ resources accordingly
Org Chart with Hierarchy
Contact Mapping
Relationship Management
Contact History
Favourability Heat Map with Disposition Indicators (positive, negative, neutral)
Formal and Informal Affiliations

Communication Matrix

Capture all your interactions to sketch the communication pattern which can help in planning communication strategy

What Is

Visualization of all meeting between the account team and customer team into an insightful chart.

What You Get

Clear patterns of communication and level of relationship – are you playing at the operational level or at the strategic level?

Manage for protability

2. Plan

Account Segmentation

Plan the General strategic directions for key accounts by segmenting them based on the relationship and attractiveness

What is

All accounts are not equal. Segmenting the accounts into different buckets to devise the corresponding strategic account planning is critical.

What You Get

Scientifically configured attributes will segment all accounts in to – Star, Strategic, Status & Ignore categories. DemandFarm then suggests the best action/strategy based on the category.

Maintain the status quo
Manage for protability
invest mindshare and ensure protability
Invest time & money. Need not be protable yet.

Competitor Analysis

Understand the strength and weakness of competitors along with the analysis of customer spend vs wallet share

What it is

  • Our KAM software has all the additional modules and tools that help lock down on your Annual Plans and gets buy-ins and approvals seamlessly
  • Workbench to manage tenure based plans
  • Unique ‘data consumption approach’ to minimize data entry and form filling

What you get

  • Existing data from CRM leveraged to generate actionable insights in the key account management software built-in your CRM.
  • Easy to access tabs on the Account Plan screen
  • One click ‘Presentation Mode’ – share plans with colleagues and Leadership online (Web PPT) or export as PDF
Account Info Wiki

Annual Account Plan

Build your account plan with the growth strategy for Buying centres, Engagements, Financials and Revenue.

What it is

It’s the heart of KAM Suite. Our KAM software will keep you busy – in a good way. Salesforce Account Planning & MS Dynamics Account Planning modules draw most of the data from Salesforce or your existing CRM so you can focus on planning for the future.

All the Account Plan-related data in one place – no more data silos in Excel/PPT/Word etc. Spend time on strategic planning and collaboration, not documentation and data collation.

What you get

  • The insights you need to plan, and the targets you need to set
    Are you overinvesting/ underinvesting/ appropriately investing in this Account relationship?
  • How much business are you getting vis a vis competitors and client budget?
  • Leverage the right people internally and strengthen the relationship where it matters the most
  • Clarity on current revenues and setting targets
Health profile
Competitive Landscape
Meeting Plan
Financial Plan

3. Govern

Account Tracker

Know your progress against the plans and keep an active track on it.

What it is:

  • Helps KAMs remain on track with Key Account planning and goals
  • Maps dynamic goals and priorities of Client to ongoing plans
  • Tenure based tracking for short, medium and long term activities
  • Multiple-parameter activity tracker – from financials to communication all available inside the key account management model, which is the best benefit of key account management software

What you get:

  • Actionable insights to take the right strategic calls at the right time
  • Everything you need to check progress against Plans
  • Active engagement with internal stakeholders on Goals and Deliverables
  • Proactive system to check deviations and course correct
  • Flexibility to change as per Client needs
One-screen Account Review
Account health tracker
Reminders and prompts
Deviations tracker
30-60-90 Activity Plans

Farming Engine

Track your account growth by understanding the Relationship health, Farming and Mining Effectiveness.

What Is

Key metrics derived to know what is the progress in the Account.

What you get

Growth, target achieved and also cross-sell and up-sell growth in the account.

Account Info Wiki


Know the trends of all your accounts with data driven insights in a single dashboard

What it is

  • Multiple Key Account Info – from Plans to Actuals in one place
  • Joins the dots across various data points for Big Picture and Details
  • Gets everyone on the same page instantly

What you get

  • One place for Leadership to review multiple key Accounts anytime, anywhere
  • No need to wait for KAM to share data/ reports- stakeholders can access real time
  • Review Meetings can focus on strategy and innovation instead of clarifications and explanations
30-60-90 Activity Plans

Rated 4.8/5 in Salesforce Appexchange


Great Tool, Great Team

“Demand Farm is an excellent account mgt planning & tracking tool. At first took some time getting used to it, but the team supporting it (Avaneedra) did a stellar job in bringing me upto speed with it.”


– Ronald Fernandes

Excellent Tool, Excellent Team

“DemandFarm is the only comprehensive KAM app on the market. The tool covers all of the standard bases yet is also quite customizable. The Customer Success team has been exceptional in their support of our ongoing integration and is a key factor in our five star rating.”


– John Kite