Account plan participants and participant-stakeholder connections
Key Takeaway
To record which participant works with which stakeholder, an admin adds the "Assign or Unassign Stakeholder" quick action to the Account Plan Participant page layout. Stakeholders already on the plan are then assigned to participants, and each assignment creates an Account Plan Participant Stakeholder junction record.
In Key Account Management (KAM), two kinds of people attach to an account plan. Participants are the users or groups who carry out the plan. Stakeholders are the Account or Contact records whose influence the plan targets. Assigning a stakeholder to a participant creates a junction record that shows which team member works directly with which influencer.
Participants and stakeholders
An Account Plan Participant represents a team member who participates in an account plan. A participant can be an individual user or a group, so you can staff a plan one person at a time or add a whole team at once.
Each participant has a participant role that describes their part in executing the plan, such as sales representative or collaborator.
Unlike participants, account plan stakeholders are Account or Contact records whose influence helps the company grow. For example, a stakeholder might be an intermediary from the buyer's group who influences the buyer's decision.