Using a CRM for Account Management? Are You Really Serious about Key Account Growth?
CRMs were built for lead and opportunity management.
Not for managing, retaining and growing your top strategic accounts that give over 60% of your revenue.
Say that again, why can’t I use my CRM for Key Account Management?
Account Management done in a CRM
- Laundry list of contact cards. AMs sink hours into building static org charts on ppts or other point solutions.
- No real growth planning possible on a CRM; it’s a place to view deals (record keeping layer in your tech stack).
- Not built to spotlight areas of expansion; key accounts are given the same treatment as other accounts.
- Account Plans are static ppts and pdfs tagged as notes. No one really updates them.
- Sales leaders and AMs have poor visibility into hurdles affecting deal progression in an account.
Account Management done in a KAM Tool like DemandFarm
- AMs know their buyers inside out with dynamic relationship maps aka org charts that pack in.
- Growth Plans enable AMs to build account specific growth strategies and keep track of progress in one place.
- Account Heatmaps help easily visualise and unearth expansion opportunities, no matter the complexity of the account.
- Account Plans stay always updated, thanks to continuous auto-enrichment of data.
- Sales leaders can course-correct on time with a 360° view of every factor affecting deal progression.
DemandFarm is all the things I wish Salesforce did for account management from the start.
DemandFarm brings all the effort put into Salesforce to light in a simple and easy format. It provides the ease of use to plan, understand and map individual accounts along with a summarized view by sales vertical for the whole company.
Sean Neighbors
Senior Vice President, Global Product Offerings
Your CRM is a record-keeping layer.
Your KAM Tool is a strategic accomplice for planning & executing cross-sell/upsell goals.
Trusted by 250+ global enterprises
Gain complete visibility of your hidden whitespaces. Maximize upsell and cross-sell across key accounts.
Create action plans at a strategy or a tactical level, set common goals and KPIs across your KAM portfolio and track their progress effortlessly.
Intuitive competitor benchmarking and built-in action plans are here to help you stay one step ahead of the competition. Always.
All accounts aren’t the same. Easily identify accounts that deserve special attention and effort.
Proactively check-in on account progress and course-correct on time with in-app account review presentations that have real-time data.
Keep constant tabs on leading indicators of revenue and relationship impact at both, at an account and KAM portfolio level.
Gain complete visibility of your hidden whitespaces. Maximize upsell and cross-sell across key accounts.
Create action plans at a strategy or a tactical level, set common goals and KPIs across your KAM portfolio and track their progress effortlessly.
Intuitive competitor benchmarking and built-in action plans are here to help you stay one step ahead of the competition. Always.
All accounts aren’t the same. Easily identify accounts that deserve special attention and effort.
Proactively check-in on account progress and course-correct on time with in-app account review presentations that have real-time data.
Keep constant tabs on leading indicators of revenue and relationship impact at both, at an account and KAM portfolio level.
Ensure your account managers spend 100% of their time talking to only the right people. Easily build org charts, identify promoters, champions, detractors, opportunity owners, and the influence they hold over other stakeholders.
Help your account managers progress faster on their deals with opportunity specific org charts. Map a stakeholder’s role in the buying committee, their decision making power and more.
Minimize the risk of inactivity of your teams’ engagements with key stakeholders in your accounts by proactively monitoring the health of your engagements.
Ensure your account managers spend 100% of their time talking to only the right people. Easily build org charts, identify promoters, champions, detractors, opportunity owners, and the influence they hold over other stakeholders.
Help your account managers progress faster on their deals with opportunity specific org charts. Map a stakeholder’s role in the buying committee, their decision making power and more.
Minimize the risk of inactivity of your teams’ engagements with key stakeholders in your accounts by proactively monitoring the health of your engagements.
Score your opportunities and systematize opportunity planning across your KAM portfolio with a customisable, methodology-agnostic planning template like MEDDIC, SPIN, etc.
Get the complete picture of an opportunity and assign next steps from one place. See likelihood of closure, competition, health of relationships in buying committee and more.
Identify a stakeholder’s role in a buying committee. Improve deal velocity and win rates by engaging all stakeholders who are in support of an opportunity.
Score your opportunities and systematize opportunity planning across your KAM portfolio with a customisable, methodology-agnostic planning template like MEDDIC, SPIN, etc.
Get the complete picture of an opportunity and assign next steps from one place. See likelihood of closure, competition, health of relationships in buying committee and more.
Identify a stakeholder’s role in a buying committee. Improve deal velocity and win rates by engaging all stakeholders who are in support of an opportunity.
Turn Siloed Data Points into Actionable Intel
Leverage every ounce of data from your sales and marketing tools to enrich your key account information like never before with the Connected Apps ecosystem.
With our Insights Engine, your account managers don’t have to worry about the next best action, ever!
Prescribe corrective action for laggard accounts that aren’t meeting KPIs, flag opportunities that need immediate attention, and more. The possibilities are endless. We crunch all the data coming in from different tools in your tech stack to give you recommendations, so that your team can take action with confidence.
Crafted for sales leaders and account managers who are looking to go from reactive to proactive planning
Customize to suit your needs
Best-practices driven change management
Self-served learning academy
Clutter free UI/UX
Zero compromise on data security.
The "After DemandFarm" Stories of our Customers
Fantastic tool to align customer teams
DemandFarm’s Account Planner is something that has been customized in concert with DemandFarm since day one. It’s been a true collaboration of how we work into the tool.DemandFarm’s team has been consistent, hard working and deadline driven. They’ve also been an active participant in our rollout sessions.Highly recommend both DemandFarm as a company and Account Planner as a tool!
Peter "P.J." Paland
GTM Enablement Program Manager
Great KAM Tool and Incredible Support
We first implemented DemandFarm’s KAM solution for our strategic sales team in order to help them with account planning. The tool is very easy to use and helps reps build a path to upsells in massive enterprise organizations. We are now rolling out the org chart feature to all sales reps to ensure they are multithreaded throughout an account and identify additional areas of opportunity.
Allison Blasco Reiss
Regional Vice President of Enterprise Sales
One Stop Shop for Account Planning
DemandFarm’s Account Planner combined with the Org Chart app, provides a comprehensive and user-friendly application for simple or complex account planning. Implementation was seamless with DemandFarm’s highly responsive support team and with benefits that were recognized in very short time.
Donald Reblitz
Donald Reblitz
Best in Class tool and Best in Class team
DemandFarm is an Account Planning game changer. The connectivity to Salesforce + automations + ease of use make it an essential tool for any Sales team to conduct Account Planning in a collaborative and meaningful way. The support and customer success teams are top notch!
Lisa Jensen
Director, Business Operations
Org Chart allowed us to go deeper & wider within the accounts
Working with DemandFarm has been an exciting and pleasant experience. The org chart tool enables us to understand our customers better, target the right individuals, and penetrate accounts effectively. As a result, we seamlessly upsell, cross-sell, and acquire new customers with confidence.
Anand Makwana
Senior Manager Analytics and Strategy
Robust Tool / Highly Customizable / Great Support
If you looking for a robust tool that integrates seamlessly with Salesforce for account planning then I would definitely recommend trying out DemandFarm. The tool can be customized for whatever industry you are in or business needs that you have. The technical support/customer service team is very responsive/helpful.
Chandler Besser
Director, Business Analytics Insights & Strategy
