Customers are divided into two sections:
- Account customers: All the customers that are based at the account locations
- Key Customers: important customers associated with the account – the people you need to reach in order to achieve the business plan
Important: Key Customers are influencers in the account and do not have to be selected from the account locations. Key customers can also be added to the account from the Influence Map.
Open the account
Under the Navigation tab click Customers
Ensure the Key Customers tab is active
Under the Actions tab click Add Key Customers
The customer selection list will open
Find the customers using the search tree on the left of the screen. Click the + button to open section of the hierarchy to display a list of customers, or use the Customer Search field on the list to search by customer name or location
Highlight each customer in the list and click the Select Customers button before moving onto the next page
When the list is complete, click the Confirm Selection button
Depending on your set-up you may have the opportunity to assign roles to each of the key customers
Tick the checkbox at the top of the list to select all customers, or tick the checkbox next to one or more customer names to provide further optional information about each key customer.
- Role: Defined by your organisation, click the role to indicate decision makers, influencers, gatekeepers, etc.
- Relationship Level: Click the icon to indicate your relationship with the customer, or their position with regards to your product.
- Notes: Click in the field and type any notes relevant to the customer.
Click the Next button to move onto the next customer in the list
Click the OK button to add all key customers to the account.
