Account plan stakeholder mapping and influence attributes
Key Takeaway
Influencer Level (how far a stakeholder's influence reaches) and Strength (the stakeholder's perceived level of support) are picklists on the Account Plan Stakeholder object, and an admin defines their values. Each Account Plan Stakeholder record ties one stakeholder to one account plan, so the same person can carry different values on different plans.
In Key Account Management, an account plan's stakeholders are the people or clients whose influence helps a company grow. One example is an intermediary from the buyer's group who influences the buyer's decision. Stakeholder mapping means adding these Account or Contact records to an account plan and tagging each one with three influence attributes: Role Type, Influencer Level, and Strength. You then connect each stakeholder to the plan participants, actions, and products that relate to it.
Stakeholders are tracked per plan
The Role Type, Influencer Level, and Strength fields belong to the Account Plan Stakeholder object. When the same person is a stakeholder on two account plans, each plan has its own Account Plan Stakeholder record for that person. Each record holds its own values, so the same person can carry different values on different plans.
Priya manages two account plans at Northgate Health System, one for oncology and one for cardiology. Dr. Samuel Reyes, a contact at Northgate, is a stakeholder on both plans, so each plan has its own Account Plan Stakeholder record for him. On the oncology plan, Priya sets his Influencer Level to National and his Strength to High, using the values her admin defined. On the cardiology plan, she sets his Influencer Level to District and his Strength to Low. Each plan shows the values from its own record.