If you are wondering what is the connection between what an org chart software does and key account management, I encourage you to read one of our previous blogs.
The connect isn’t apparent. But, organizational charting is critical to key account management success.
The org chart software market is crowded, fragmented and under-penetrated. Not all organizations need sophisticated software to draw organizational charts. Excel, PPT and good old paper still do the work, pretty much. I am sure you don’t want me to write about the reckless org chart printouts that users take.
Let us dig a little deeper.
A search for “Best Org Chart Software” throws up many options.
At one end you have enterprise versions like LucidChart, software to support to Visio to many products for small businesses that are also free. Can these aid key account management and its associated complexities?
I am afraid, “No”.
The following are the reasons why the best org chart software in the market does not help Key Account Management at all.
Purpose of The Best Org Chart Software
Org Chart Software is not designed for Key Account Management. The software’s purpose is very different. Let me illustrate this with an example.
Turn to any of the software listing websites like Capterra, Software Advice, G2Crowd. Did you notice that Org Chart Software is usually a sub-category under Human Resources Software?
What does that tell you?
The org chart software available in the market caters to HR requirements. The software features, at best, address the operational problems in building business-friendly usable organizational charts.
Key Account Management Insights
Org Chart Software for Better Key Account Management explained the role of a specific type of org chart that would be a valuable aid for key account managers.
Key account managers require an account facing external org chart. It is necessary for such an org chart to highlight the possibility of value creation for the KAM’s account. The existing software in the market cannot serve this purpose. Because they are inherently passive and do not capture the changing situations under which KAMs operate.
An Org Chart for key account management has very specific requirements that are often nuanced.
Businesses with established key account management practices also happen to be Salesforce power users. The best org chart software for key account management should sit on top of existing CRM systems like Salesforce. This would give it the necessary prowess to render org charts dynamically, as demanded by business.
Org chart software in the market integrates well only with ERP systems and other HR software.
Key Account Management needs its own Org Chart
DemandFarm’s blog has always made a case for a continuous strategic approach to key account management. Understanding the role of stakeholders that comprise an account is a valuable piece of information. As stakeholders increase within an account, insights tend to decay. This adds ambiguity to decision-making. At times, it could also mean compromising revenue goals. Thus, impacting even the business plan.
A good organizational chart for key account management is just good business. Isn’t it?