Table of Contents
Overview
ClosePlan Relationship Maps enable you to quickly and easily create Relationship Maps natively in Salesforce with easy to use drag and drop functionality.
Identify the people that matter and visualize the buyer’s organization so you can build relationships with the right people, and increase your win rate.
Key aspects:
- Assign business role and decision-making status for each stakeholder.
- Understand stakeholder coverage by quantifying the relationship status.
- Add influence lines, conflict lines and informal reporting lines to better understand the organizational power structure.
- Provide additional details for each stakeholder’s background along with goals to add context to your conversations.
- Create Relationship Maps on both the Account and Opportunity levels.
- Export Relationship Maps as images or PDF to share in meetings or presentations.
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Note: Opportunity level mapping requires creation of a ClosePlan. See how to create a ClosePlan here.
Account Level Map
- Navigate to 'Relationships' under any Account:
- To start using Account level Maps, create a new map inside the Account Map list.
- A list of current Account Level Maps is presented in a table format.
- To open the map, click on the Map Name.
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Access to Account and Opportunity level map list related to the Account
- + Add - Creates a new Account level Relationship Map
- Access to Organigram
- Clears filters, toggles to full screen or exports list as XLS
- Refreshes the map list
- Click on the column header object (Name, Primary,..) to rearrange the data
- Applies Filters - set, apply or clear filters
- Shows number of Stakeholders in the map
- Edits map name and sets map as Primary or Deployed
- Deletes the map
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- + Add Add a contact to the Opportunity Stakeholder List
- Display the map for drag and drop functionality
- Import Data or Delete All Records
- Shows % progress of Stakeholders Role Goals
- # of Economic Buyers present / goal
- # of Procurement Stakeholders present / goal
- Click on the column header object (Name, Reports To, etc..) to rearrange the data
- Click on Name to open Stakeholder Overview
- Inline editing for key attributes
- Edit Stakeholder
- Delete Stakeholder
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- Click + Add button
- Enter map Name, select Primary or Deployed and Save.
- Primary: Makes the map the Account's primary map. Each account may have only one primary map.
Note: Selecting Primary will override the current primary map. Primary map cannot be imported into other map or added as Submap. - Deployed: Makes the map generally available.
Note: Deployed maps can be imported into other map or added as a Submap to other maps.
- Primary: Makes the map the Account's primary map. Each account may have only one primary map.
- Click the Save button.
- You will be redirected to the mapping tool once the record is saved.
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Opening a Relationship Map
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Note: In Salesforce Classic, Maps are opened in a new window due to limited space inside the record layout |
Account Level
- Navigate to an Account and select the Relationships tab.
- Click on the map Name to open the map.
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Note on Account Map Display
In the Account Map list, the dropdown can show both Account and Opportunity Maps
Displaying Account Maps allows the User to create Account Maps from the panel by clicking the '+ Add' button.
Displaying Opportunity Maps does not allow Users to create Opportunity Maps from the panel and the '+ Add' button is hidden.
Opportunity Maps are created from the individual Opportunity.
Opening a Relationship Map
Note |
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Note: In Salesforce Classic, Maps are opened in a new window due to limited space inside the record layout |
Account Level
- Navigate to an Account and select the Relationships tab.
- Click on the map Name to open the map.
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Stakeholder Layout & Navigation
The following describes the relevant components and related navigation.
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- Contact Photo - Upload/change/delete a photo or url link.
- Stakeholder Name - Opens a new window with contact information.
- Title - Title
- Company - Account Name / Company Name
- Address - Opens the location in google maps.
- Role - Indicates the Stakeholder's role in the buying process.
- Relationship - Indicates the depth of the relationship.
- Decision Status - Indicates the Stakeholder's status in the decision making process.
- Support Status - Indicates the depth of relationships between Stakeholders.
- Detail Tab - Display Stakeholder information.
- Actions Tab - Add tasks
- Notes Tab - Add relevant notes about the Stakeholder.
- Covered By - Indicates the person from your organization responsible for this stakeholder.
Note: The 'Covered By' tab is only visible on Opportunity level Relationship Maps. If this field is not displayed, it has been disabled in the Admin Settings. - Contacts - Key Stakeholder contact attributes.
- About Stakeholder - Provides an overview of the Stakeholder, including goals and background.
- Additional Contact Fields - Displays additional Stakeholder attributes provided by your organization.
- Edit - Edit Stakeholder information.
- Delete - Delete Stakeholder.
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- Open Contacts and Stkeholders icon
- Click on New Group
- Enter the name of the group
- To select icon for your group click on Change Icon
- Select icon or search your icon from the search hundreds of icons window and Save
Users can select the color and/or add a description.
Click Save
Group will be automatically add to the map
- To move the group right or left, open the group pallete menu
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Deleting Lines
- Click the desired line > click the icon and Confirm.
Hide or
discplaydisplay existing Lines and Flags
Hiding or displaying existing Lines and Flags is done from the main relationships map page.
Click the icon on the right side of the Map surface
Toggle to display or hide lines or flags
- Note: Deselecting individual flags from the Stakeholder node must be done from the ClosePlan admin tab > Environment > Relationships > Fields
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Import
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or Merge an Account or Opportunity Map
You can import an existing map as well as Sync Opportunity Contact Roles into your Relationship Map.
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If If you import Import a new map into a map Map into an existing Map populated with Stakeholders, the existing data (Stakeholders) will be removed and replaced. |
- Click the icon
- Select from Import Account Map, Import Opportunity Map or Sync with Opportunity Contact Roles
- To import an Account Map
- Current Account - Select Account Maps from the Current Account
- Account Hierarchy - Select the Map from Account Hierarchy
- All Accounts - Select a Map from any Account
Note: Any Selected Map can be placed into the targe map as a new Group. Influence lines may be displayed or hidden.
- To import an Oppportunity Map
Note: Any Selected Map can be placed into the targe map as a new Group. Influence lines may be displayed or hidden. - To Sync with Opportunity Contact Roles
- Opportunities may have Contact Roles which can be imported to the Relationships Map.
- Use Sync with Opportunity Contact Roles if you want to create Stakeholders based on Opportunity Contact Roles, or to sync after additional Contact Roles have been created.
Imported Stakeholder from Contact Roles will not remove existing Stakeholders in the map but will be added based on the map settings (if Stakeholders Always On Map in the ClosePlan Admin tab is enabled, Stakeholders will be added onto the Canvas. If it is disabled, Stakeholders will be added under the Unmapped Stakeholders icon)
Additional settings and behaviors:
When Control Opportunity Contact Roles in the ClosePlan Admin environment is enabled, and you select Role on the Stakeholder, it will propagate to Contact Role on the Opportunity.
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If you Merge a new Map with an existing Map populated with Stakeholders, the existing data (Stakeholders) will remain on the Map. |
Terms:
Target Map: The Target Map is the Map into which the Source Map is placed. The Target Map can be an Account Map or an Opportunity Map
Source Map: The Source Map is the Map that will be merged into the Target Map. The Source Map can be an Account Map or an Opportunity Map
Contact: The individuals associated with your accounts.
Stakeholder: Stakeholders are the individual Contacts on the Account or Opportunity level. Stakeholders are bound to Salesforce contacts. Each Stakeholder contains relevant information related to the Account and to the Opportunity.
Account Map: A ClosePlan Map that is associated with an Account. Accounts may have more than one Map.
Opportunity Map: A ClosePlan Opportunity Map that is associated with an Opportunity. Each Opportunity may have only one Map.
Node: Represents a Contact on the Map surface. The Node contains the basic Contact information and other specific features.
Import Account or Opportunity Maps
Overview
Importing Maps is the process of replacing the contents of one Map by replacing it with the content of the Imported Map.
The process begins with a Target Map.
A Source Map is then selected.
The contents of the Source Map replaces the content of the Target Map.
Please read the following to get a better understanding of the Import Maps feature.
- Click the icon
Select from Import Account Map or Import Opportunity Map
- To import an Account Map, the following modal will appear:
- Current Account - Select Account Maps from the Current Account
- Account Hierarchy - Select the Map from Account Hierarchy
- All Accounts - Select a Map from any Account
Note: Any Selected Map can be placed into the target map as a new Group. Influence lines may be displayed or hidden.
- Select an Account Map
- A modal will appear
- Replace Map: The current Map will be REMOVED AND REPLACED with the selected Map - Be SURE of your decision
- Merge Map: The current Map will merged with the selected Map and will retain all Stakeholders.
- Structure may be affected and duplicates may appear based on the structures and Stakeholders in the Maps.
2. To import an Opportunity Map, the following modal will appear:
- A Modal will appear
- Replace Map: The current Map will be REMOVED AND REPLACED with the selected Map - Be SURE of your decision
- Merge Map: The current Map will merged with the selected Map and will retain all Stakeholders.
- Structure may be affected and duplicates may appear based on the structures and Stakeholders in the Maps.
Please, import responsibly.
Merge Account or Opportunity Maps
Overview
Merging Maps is the process of joining two different Maps into one Map.
The process begins with a Target Map.
A Source Map is then selected.
The contents of the Source Map are added to the Target Map.
This merging process may create conflicts or anomalies, and so some conditions will apply to this process.
Please read the following to get a better understanding of the Merge Maps feature.
Map Merging Scenarios
General
As a general example, the below shows a Source Opportunity Map merged to Target Opportunity Map
Steps:
- Target Map is open
- Click ‘Import Map Icon’
- Select Source Map
- Select ‘Marge Map’
Target Map: GenePoint Opp 2
Source Map: GenePoint Opp 1
Result:
Notes:
- Map features such as hierarchies, influence lines and relationship lines will be preserved when possible, though some alterations may occur.
- Please review the merged map to ensure the map is complete and correct.
Scenario 1: Account Map to Account Map
A Source Account Map is merged into a Target Account Map.
- If the Source Map contains nodes that are not present in the Target Map, those nodes will be added to the Target Map.
- If the Source Map nodes are the same as nodes on the Target Map, the merge will overwrite all the attributes of the node on the Target Map EXCEPT the Role
Scenario 2: Opportunity Map to Account Map
A Source Opportunity Map is merged into a Target Account Map.
- If the Source Map contains nodes that are not present in the Target Map, those nodes will be added to the Target Map.
- If the Source Map nodes are the same as nodes on the Target Map, the merge will overwrite all the attributes of the node on the Target Map EXCEPT the Role
Scenario 3: Account Map to Opportunity Map
In this scenario we are merging Account relationship Map (source) to Opportunity relationship Map (target).
- If the Source Map contains nodes that are not present in the Target Map, those nodes will be added to the Target Map.
- If the Source Map nodes are the same as nodes on the Target Map, the merge will overwrite all the attributes of the node on the Target Map EXCEPT the Role
Scenario 4: Opportunity Map to Opportunity Map
In this scenario we are merging Opportunity relationship Map (source) to another Opportunity relationship Map (target).
- If the Source Map contains nodes that are not present in the Target Map, those nodes will be added to the Target Map.
- If the Source Map nodes are the same as nodes on the Target Map, the merge will overwrite all the attributes of the node on the Target Map EXCEPT the Role
Issues when Merging Maps:
Cyclic Relationship
Existing nodes in Maps are not deleted during the merging process. This may lead to a situation where node A reports to Node B in the Target Map, and Node B reports to Node A in Source Map (or vice-versa).
The Merge process will not permit this looping ‘cyclic’ hierarchy.
In this case, the hierarchical relationship found in the Source Map will take precedence.
Be Careful
Merged mapping cannot be automatically undone. When the User completes the command by clicking ‘Confirm’ the Target Map will be merged with the Source Map.
- If you have any doubts about the correct course of action, consider your actions carefully.
- IF you merge a map and need to undo, it will be a manual process of deleting added Stakeholders and returning Stakeholder Attributes on the Target Map to their original settings.
- Difficult, but not impossible.
Please, merge responsibly.
Show Submap Stakeholders
To show the submap´s Stakeholders, open the submap in another window, or view the map in Preview mode via the Preview icon .
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