Configuring Account Plans

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Configuring Account Plans

Components

The account plans module is a structured framework for managing long-term projects related to key accounts. It consists of a hierarchical structure of objects that outline strategies, tactics, and actions necessary to achieve specific account goals. The main objects that comprise the account plans module are:

Account Plan (account_plan__v)

The Account Plan object is the top-level of the account plan hierarchy that defines the overall plan for an account.

Strategy (plan_tactic__v)

Strategies are general activities to be implemented as part of an account plan. They are typically configured as the second level of an account plan hierarchy.

Objective (account_tactic__v)

Objectives are specific activities to be completed for an account plan. They can be used to assign accounts to strategies or break down strategies into smaller, actionable steps. They are typically configured as the third level of an account plan hierarchy.

Action Item (action_item__v)

Action items are the specific tasks in the plan that team members execute to move the plan toward completion. Action Items can be executed from the plan or the Call Report. They are typically configured as the fourth and last layer of the account plan hierarchy in replacement of call objectives.

Call Objective (call_objective__v)

Call objectives are the specific tasks in the plan that team members execute to move the plan toward completion. Call objectives must be executed from the Call Report. They are typically configured as the fourth and last layer of the account plan hierarchy in replacement of action items.

Account Team Member (account_team_member__v)

Account plan team members are colleagues who are responsible for collaborating on the account plan.

Key Stakeholders (key_stakeholder__v)

Key stakeholders are the people or accounts that are important to drive the plan forward.

SWOT (swot__v)

The SWOT object is a SWOT (Strengths, Weaknesses, Opportunities, and Threats) analysis for an account plan. This allows multiple teams to easily contribute to a single account plan for an account and also provides flexibility for each team to have their own SWOT analysis and goals records. These records can also be used to differentiate SWOTs and goals by product, compound, or therapeutic area, based on the products associated with the account. KAMs can create and view SWOT records on the Account Plan page.

Related Modules

In addition to the account plan data model, account plans relate to other modules within CRM including:

Product Plans (product_plan__v)
Call (call2__v)
Opportunities (opportunity__v)
Patient Journeys (patient_journey__v)

Guidance for Configuring the Account Plan Hierarchy

The Account Plan hierarchy is defined as a comma-separated list in the Account Plan Object Hierarchy Veeva Setting. For example: plan_tactic__v.account_plan__vr,account_tactic__v.plan_tactic__vr,action_item__v.account_tactic__vr

The following restrictions apply when creating an account plan:

Either action item or call objective can be included at the lowest level of the hierarchy, not both
Account plan is always the top level
Custom objects can be configured as part of the hierarchy, with limitations
While custom objects are supported in the hierarchy, it is not recommended to use them when using Account Plan Sharing.
The hierarchy should only have up to four levels including custom objects
The hierarchy is defined on the Vault level in the account_plan_object_hierarchy__v Veeva Setting. Profile-specific settings are not supported for the account plan object hierarchy.