Account plans versus territory business plans
Key Takeaway
Use an account plan to grow a long-term relationship with one customer and the stakeholders who influence it. Use a territory plan for all accounts within a territory. When a goal definition is imported, it becomes an account plan objective in an account plan and a goal assignment in a territory plan.
Key Account Management in Life Sciences Cloud offers two kinds of strategic plans. An account plan grows the relationship with one customer. A territory plan drives initiatives across all accounts within a territory. Both plans are built from the same reusable design-time templates. Those templates become different run-time records depending on which kind of plan imports them.
Two kinds of strategic plans
Key Account Management offers two kinds of strategic plans. They differ in scope.
An account plan (the Account Plan object) is a comprehensive plan to grow a relationship with a customer. Use an account plan to nurture a long-term partnership with that customer. Dedicated account managers use account plans to identify stakeholders, build strategy informed by strategic analysis, and help the plan's participants liaise directly with stakeholders.
A territory plan (the Territory Business Plan object) is a comprehensive plan to drive initiatives focused on all accounts within a territory. Medical science liaisons (MSLs) use territory plans to build relationships with medical professionals and to gather insights about research, clinical trials, and products. MSLs also use territory plans to execute strategies toward target goals in a region.