What is an Account Plan?

Estimated Time: ~ 5 minutes

In Vault CRM, the Account Plan acts as a central hub where you can document your high-level strategies, analyze the account’s position, and assign specific, trackable tasks to your team members. This ensures that every contact with an account is purposeful and aligned with your broader business goals.

Understanding the Hierarchy

The power of an Account Plan lies in its hierarchical structure, which connects high-level vision to daily field execution. The Account Plan hierarchy incorporates the following key components:

• Strategy - The broad, long-term goal for the account (for example, Become the preferred partner for Oncology treatments)
• Objective - Specific, measurable milestones that support the strategy (for example, Educate 80% of staff on the new clinical trial results)
• Action Items and Call Objectives - The concrete tasks assigned to team members (for example, Discuss trial efficacy data during next visit)

The hierarchy is configurable and defines the levels in the plan. This hierarchy doesn't have to be complicated; it can simply be limited to action items and objectives. Customers can use only the levels that meet their business needs.

SWOT Analysis

A key component of any robust plan is understanding the environment. Account Plans allow you to document a SWOT (Strengths, Weaknesses, Opportunities, Threats) Analysis directly within Vault CRM:

• Strengths - Internal attributes that give you an advantage
• Weaknesses - Internal challenges to overcome
• Opportunities - External factors that you can exploit for growth

• Threats - External factors that could jeopardize success