For product-led companies selling into enterprise accounts, viewing a lead or contact and a company often isn’t enough for your data structure. Because PLG drives organic growth across an org, there’s often a product-specific middle layer like a team, group, business unit, or workspace.
When layering on a sales-assisted motion to PLG, sales needs the data and visibility to know who and when to upgrade and consolidate these workspaces for a company. But most traditional sales tools don’t handle modern SaaS account structures. Stuck on a rigid Company/Contact model, reps are left wondering which user or team to focus on. They may ask themselves questions like:
- How does usage differ across a company?
- Which teams within a company are growing fastest and worth my attention?
With constantly increasing pressure to hit quota, reps can’t afford to miss out on this potential revenue in their account base. They need a way to quickly navigate up and down these layers to truly understand the customer’s usage and needs.
After chatting with customers who juggle dozens of workspaces inside of a single enterprise account, we knew there had to be a better way to manage this hierarchy.
Discover opportunities in your large accounts
Today we’re excited to announce the launch of Flexible Account Models. Calixa now works seamlessly with your ideal (even custom) account model. Your users can roll up to teams, workspaces, or something else – which then become a part of a company or parent account!
So how can Flexible Account Models help you discover opportunities?
Let’s say Nike is using your product. Flexible Account Models solves for blind spots and missed opportunities by giving your sales team full visibility into who's most active in your product. Collaboration between departments, teams or business units is a strong selling point, especially for productivity tools such as Airtable.
Or let’s say another team is using your developer tool. Unlike traditional sales tools that limit you to one account per contact, Flexible Account Models can tie users to multiple workspaces or accounts. That way you can sell effectively with an accurate mapping of usage.
Easily navigate between account layers
With Flexible Account Models, your sales team has a comprehensive view into multiple layers of usage. Here’s a common prospecting workflow we see:
- Click into a company with several workspaces
- Find the most active workspace
- See workspace activity and active users
- Reach out to the workspace owner and product champions
- Offer customer value such as pricing, security, or collaboration
Flexibly scale as you go
Flexible Account Models adapt to your existing tools, processes, and data. That way your team can focus on selling.
Automatic metrics aggregation - Calixa’s dashboard automatically aggregates usage metrics across multiple levels – so that you don’t have to!
Connected to your CRM - Not only does Calixa model your product account structure, it flexibly links it to your CRM objects. Our platform can accommodate both standard and custom CRM objects and lets you take action at the proper level.
Customizable naming - Whether you want to call that middle layer a workspace, team, or something else, you can customize the names of each of your account levels. This way Calixa is using the terminology that your team is already familiar with.
Get access today
Start using a GTM platform that truly reflects your business structure and needs. Existing customers can gain access by reaching out to their sales rep or emailing firstname.lastname@example.org.
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