Account Plans Overview
Account plans are long-term project plans for key accounts. They allow key account managers (KAMs) to define strategies, objectives and action items to help ensure account team members achieve objectives. Account plans also allow KAMs to monitor progress as the team implements the plan.
Account plans follow a hierarchical structure:
- Account plan
- Strategy
- Objective
- Action item OR call objective
The hierarchical structure helps organizations ensure high-level strategies for accounts lead to specific actions team members can implement.
For example, a KAM defines an account plan that includes a strategy for increasing HCP knowledge of a product's clinical trials. The KAM also defines an objective for clinical education of HCPs around that product, and action items for team members to implement based on the objective. When a team member accesses Vault CRM, an action item displays prompting him to discuss the clinical information in a call with the HCP. The team member makes the call and shares the product information with the HCP, completing the action. Because the call is associated with a plan action, the KAM can see that progress was made toward completing the plan goals.
Admins define the account plan hierarchy on the Vault level in the account_plan_object_hierarchy__v Veeva Setting. When defining the plan, KAMs can also track details on strengths, weaknesses, opportunities, and threats (SWOTs) that help guide the team in implementing the plan.
Not all features are available on all platforms. For a list of available platforms for each feature, see Platform Functionality.
Users and Roles
With account plans, the following users can perform the following tasks:
Key Account Managers
- Create account plans with multiple strategies, objectives, action items, SWOT (Strengths, Weaknesses, Opportunities, and Threats) analysis and goals
- Monitor account plan progress
Account Team Members
- Select an account plan when recording a call
- Complete action items from the call report
Using Account Plans on Browser
The Account Plan layout is organized to provide quick access to functionality for managing the account plan.
The header displays the label of the record, and access to the following actions:
- Create Channel (Microsoft Teams Integration)
- Export to PowerPoint
- All Actions Menu
Tabs display across the top of the area below the header:
- Overview Tab - Displays the account plan details. Section navigation displays on the left side of the screen.
- Configured pages (Optional) - Any pages configured for sections on the layout display as tabs in place of the overview tab. The tab names are the names of the configured Pages. If configured, these tabs display instead of the Overview tab.
- Account Plan Hierarchy Section - Displays a representation of the objects in the account plan hierarchy
- X-Pages - Displays X-Pages for the account plan. Each individual X-Page available to the user displays as a separate tab. If Account Plan Default X-Pages are configured, these display before the Overview Tab or pages tabs.
- Stakeholder Navigator - Displays Stakeholder Navigator for the account plan’s account. Veeva recommends using Stakeholder Navigator for visualizations instead of Hierarchy Overlay.
- Account Hierarchy Tab - Displays a visual representation of relationships within the account, and access account plan details for account plan stakeholders. For more information, see Account Hierarchy Overlay.
A progress bar displays at the top of the account plan hierarchy section of the Account Plan when the hierarchy section is configured. This section also displays the object label, record name, and record status for records on objects defined in the hierarchy.
Up to three levels of hierarchy below the Account Plan display.
Users can select the arrows next to each object in the hierarchy to expand or collapse the details.
