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Account Management

Account management focuses on building and maintaining relationships with key customer accounts, particularly in B2B contexts. This use case addresses the complexity of managing account hierarchies, understanding decision-making structures, coordinating multiple opportunities within accounts, and developing strategic account growth plans.

The Challenge

Organizations face significant challenges in account management:

  • Account complexity — B2B accounts often have complex structures with parent companies, subsidiaries, and multiple business units
  • Legal entity understanding — Need comprehensive understanding of legal entity structures, ownership, and relationships
  • Relationship mapping — Understanding relationships between accounts, contacts, and opportunities
  • Account hierarchies — Managing complex account hierarchies and understanding decision-making processes
  • Multi-opportunity management — Managing multiple opportunities within the same account or account hierarchy
  • Account planning — Developing and executing account growth strategies
  • Data fragmentation — Account information scattered across CRM, legal entity, and other systems

Traditional account management systems provide limited visibility into account structures and lack the integrated view needed for comprehensive account understanding.

Why EKG is Required

Enterprise Knowledge Graphs provide powerful account management capabilities:

  • Unified account view — Connect all account information across systems and time periods
  • Legal entity integration — Seamlessly integrate with Legal Entity Management for comprehensive account entity information
  • Account hierarchy modeling — Model complex account hierarchies and relationships
  • Relationship analysis — Understand account relationships, ownership structures, and decision-making processes
  • Multi-opportunity management — Model and manage multiple opportunities within account hierarchies
  • Account planning — Use graph analysis to identify account growth opportunities
  • Cross-system queries — Query across CRM, legal entity, and other systems for comprehensive account understanding

Business Value

  • Account growth — Better account understanding enables account expansion strategies
  • Increased revenue — Effective account management leads to increased revenue per account
  • Customer retention — Better account relationships improve customer retention
  • Sales efficiency — Understanding account structures improves sales efficiency
  • Strategic insights — Comprehensive account view enables strategic account planning

Components

  • Legal Entity Management - Account Management depends heavily on Legal Entity Management for comprehensive information about account entity structures, ownership, relationships, and financial information. This is essential for understanding B2B accounts and their decision-making processes.

  • Opportunity Management - Account Management supports Opportunity Management by providing account context and relationships that influence opportunities.

  • Contact Management - Account Management works with Contact Management to understand key stakeholders within accounts.