Commercial Intelligence
Commercial Intelligence — Accounts
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Primary audience: account teams, sales leadership, delivery leadership, and executives
Purpose
Accounts combines active commercial motion, expansion whitespace, relationship evidence, delivery context, stakeholder coverage, and engagement gaps for each customer account.
Scope controls and indicators
Segment filters account segment or portfolio. Owner filters account responsibility. Relationship Trend filters improving, stable, watching, declining, or recovering states. Commercial Motion selects active pipeline, whitespace, renewal, cross-sell, or inactive accounts.
Active Accounts counts monitored customers. Expansion Whitespace is the supported potential across candidate needs. Relationship Concern counts accounts with explicit unresolved concern. No Contact over 21 days identifies configured engagement gaps.
Account portfolio
The table lists account, commercial momentum, relationship state, open opportunity value, owner, last and next contact, active project status, and material signal. Compare Accounts places selected accounts side by side.
Selected account whitespace
The panel shows products or services with strong, moderate, or early fit; supporting need; stakeholder evidence; current project context; and whether an opportunity already exists. Create opportunity starts a draft with the selected evidence.
Supporting analysis
Account coverage summarizes active opportunity, active project, executive sponsor, and recent contact. Expansion hypotheses shows candidate motions and evidence maturity. Account actions surfaces recovery, discovery, stakeholder, and contact work.
Actions
- Open or compare accounts.
- Create an opportunity from qualified whitespace.
- Start a relationship-recovery workflow.
- Schedule contact or assign a missing stakeholder role.
- Dismiss or defer an expansion hypothesis with a reason.
- Open the account's commercial, project, and relationship evidence.
Recommended procedure
Start with accounts combining relationship concern and material open value. Verify that whitespace is tied to an observable need and authorized stakeholder. Coordinate commercial action with active project delivery so outreach does not ignore unresolved delivery issues.