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.

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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.

Accessing Relationship Maps

You can access Relationship Maps in different ways based on your configuration. See the general accessibility description here.

Note: Opportunity level mapping requires creation of a ClosePlan. See how to create a ClosePlan here.

Account Level Map

• Navigate to Account Maps under any Account. Your Salesforce Admin most likely placed it under a tab on the Account page:

  • 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.

Layout & Navigation

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1.  Access to Account and Opportunity level map list related to the Account 

2. + Add - Creates a new Account level Relationship Map

3. Opens the People.ai application in a new tab

4. Access to Organigram feature.

   1. The Organigram feature shows the Account hierarchy according to the ‘Reports To’ field on the Contact for Stakeholders related to the Account.

5. Opens a menu of action items:

   1. Clear filter

   2. Toggle Fullscreen

   3. Export as XLS

6. Refreshes the Map list

7. Column Headers - click on the title (e.g. Name, Primary,..) to rearrange the data

   1. To the right of each title is the filter options and sort direction indicator

8. Primary Map - Indicates that this Map is the Primary Map

9. Deployed - Indicates if the Map is deployed or not

10. Shows number of Stakeholders in the map

11. Edits map name and sets map as Primary or Deployed

12. Deletes the map

Opportunity Level Map

• Navigate to  'Relationships' under any existing Opportunity:

  • In order to start using Opportunity Maps, a ClosePlan must be deployed.

  • A list of current Stakeholders is presented in a table format.

  • Stakeholders can be manipulated in the table view.

  • To graphically display the map for drag and drop capability, click on the 

     icon.

Layout & Navigation

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1. Search - Search Map list by Name or Title

2. + Add  Add a Contact to the Opportunity Stakeholder List

3. Display the Map for drag and drop functionality

4. Action item list

   1. Import Data

      Delete All Records

5. Role Goal(s)

   1. In this example: # of Economic Buyers present vs the established goal

6. Shows % progress of Stakeholder(s) Role Goals 

7. Click on the column header object (Name, Title, etc..) to rearrange the data

8. Stakeholder list - Click on the name to open Stakeholder Overview

9. People.ai engagement score (if present in your Org)

10. Inline editing for Stakeholder Key Attributes

11. Edit or Delete Stakeholder

Differences between Account and Opportunity level Maps

Relationship Mapping is available on both the Account and Opportunity level, however there are a few differences.

• Accounts can have multiple Maps, Opportunities can have only one Map.

  • Account Maps: Maps of individual business units inside the target organization (e.g. Legal, Procurement, etc.)

  • Opportunity Maps: Maps of individual Opportunities associated with the Account

• Multiple Account Maps can be associated with a single Account

• Each Opportunity can have only one Map

• Account level Map menu provides access to the auto generated Organigram.

  • The Organigram displays a Relationship Map based on the 'Reports to' field in Account related Contacts.

  • Changing a 'Reports to' hierarchy on the Organigram will change the 'Reports to' field in the Salesforce Contact.

Creating an Account Level Map

• 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.

    • New maps are automatically marked as Primary if no Primary Map already exists.

    • Selecting Primary will override the current Primary Map.

    • Primary Maps cannot be imported into other Maps or added as a Submap.

  • Deployed: Makes the Map generally available.
       Note:  Deployed Maps can be imported into other Maps or added as a Submap.

• Click the Save button. 

  • You will be redirected to the mapping tool once the record is saved.

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• Name the Map

• Assign Owner for the Map (required)

  • Ownership of a Map can be reassigned to another User by clicking on the edit icon in the Map List

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• Select Primary if it is the Account’s Primary Map

• Select Deployed if the Map should be available for import to other Maps

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• When naming an Account Map, Users may be presented with pnreset naming conventions as determined by Admins.

  • Your Organization preset suggested naming conventions are unique

  • Select the preset and adjust the name as needed

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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 in the Opportunities.)

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1. Dropdown menu showing Account or Opportunity Maps

2. People.ai extension

3. Organigram - Click to display Organigram feature

   1. Organigrams are a hierarchy based on the Reports To Field in the Contact

4. Column Headers

   1. Opportunity - Displays the Opportunity Name

   2. Template - ClosePlan Template used on the Opportunity

   3. Map - Click to open the Opportunity Map

   4. Stakeholders ( ) - Displays the # of Stakeholders on the Map

   5. Role Goal () - Displays the Role Goal %

   6. Close Date - Date Opportunity is scheduled to close

   7. Created Date - Date Opportunity was created
      
      

Opening a Relationship Map

Account Level

• Navigate to an Account and select the Relationships tab.

• Click on the map Name to open the map
  
  

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Opportunity Level

• From any existing Opportunity, select the Relationships tab

• Click the Mapper button
  
  

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Relationship Map Layout & Navigation 

The following provides an overview of the Relationship Map components.

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1. Account Name - Shows the related Account.

2. Map / Opportunity Name - Shows the Opportunity name.

3. Map Node - Visually represents a Stakeholder in the map and is the junction between Salesforce Contacts and your Opportunity or Account.

4. Group Icon- Stakeholders under this icon are all part of the same group.

5. Influence Line - Indicates positive influence.

6. Notes Icon - Is displayed if there is an added comment.

7. Dotted Line - Indicates informal / other relationship.

8. Submap Node - Indicates an imported submap. 

9. Conflict Line - Indicates conflict.

10. Unknown Contact Node - Indicates  a contact whose identity is unknown. (Also referred to as a 'Ghost' contact)

11. Close - Will close the Mapper and takes Users back to Relationship Map overview, either on the Account or the Opportunity level.

12. Contacts & Stakeholders - Shows all available contacts from the account, can include contacts from the Account/Opportunity or from across your organization.  Enables Users to create a new Stakeholder from these Contacts, and locates Stakeholders deployed on the map.

13. Establish Hierarchy with AI - Establishes hierarchies and places Contacts into a hierarchy based on available data

14. View/Add Submaps - Shows all available submaps that can be added to the map.

15. Import Map - Imports an existing map from the Account level, from another Opportunity, or from Contact Roles on the Opportunity Level. If a Map already exists, importing a new Map will replace it.

16. Export Map - Exports the Map. Account Level maps are exported as a .png image. Opportunity Level maps can be exported as a PDF or as a .png image.

17. Share Map - Share the Map with Opportunity Team Members

18. Map Options - Allows you to:

    1. Hide relationship lines and flags

    2. Disable toolbar tool tips

    3. Delete all nodes from the canvas 

19. Switch to Preview - Preview your map in read-only mode - Preview mode expands all submaps so the entire structure with all Stakeholders is shown. Submaps are not editable in this view. 

20. Fit to screen - Sizes entire map to fit screen

21. Zoom In & Zoom Out - Zoom in or out on the map

22. Stakeholder Legend - Enables Users to enrich Relationship Maps with contextual insights through a dedicated side panel containing two components:

    1. Annotations - Users can enter map-specific notes, strategic observations, stakeholder insights and more directly within the Relationship Map. Annotations are associated with each map, providing persistent context for deal teams.

    2. Color Tags - A visible color legend displays admin-defined stakeholder tags and their meanings, eliminating ambiguity around color-coding conventions. Users can quickly understand the standardized taxonomy (e.g., Champion, Blocker, Economic Buyer) established by their organization.

       1. To create Color Tags go to ClosePlan Admin > Environment > Relationships > Color Tags)
          
          

Stakeholder Legend image:

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Recommended Contacts for Account and Opportunity Maps feature

When used with the People.ai application, Contacts not currently associated with an Opportunity or Account can be recommended as Stakeholders. When relevant Contacts are identified, a modal appears and suggests those Contacts based on factors like engagement in email threadsor meetings for that specific deal or Account. Users can review the list and add Contacts to the Stakeholder List and Map surface.

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How are Contacts suggested

In order to become a Stakeholder related to an Opportunity or Account Map, a Contact must be selected and added by the User.

Using the People.ai Application AI-powered Stakeholder Recommendations, Contacts are identified as potential Stakeholders for Opportunities and Accounts.

Contacts can be recommended for an Opportunity:

• When the Stakeholder List or Opportunity Map is accessed, and the User has edit permission (not read only).

Contacts can be recommended for an Account Map:

• When the Primary Map is accessed, and the User has edit permission (not read only).

When are Contacts suggested?

• Identified Contacts are suggested once per day, per map, per User.

Why are Contacts recommended?

Generally, a Contact is identified with the following criteria:

• Contact is associated with the current Account

• Contact is not already placed on the Map Surface (Stakeholder)

• Contact was created by People.ai OR the Contact’s Engagement level is over 26%

• Contact was created since last time the User accessed the Map (when last recommendation was shown)

• The Contact was created in the last 30 days if the User is accessing the Map for the first time

Stakeholders

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. 

Stakeholder Overview Layout & Navigation 

The following describes the relevant components and related navigation. 

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1. Contact Photo - Upload/change/delete a photo or url link.

2. Stakeholder Name - Opens a new window with contact information.

3. Title - Title

4. Company - Account Name / Company Name

5. Address - Opens the location in google maps.

6. Edit - Edit Stakeholder information. (See Edit Stakeholder section below)

7. Delete - Delete Stakeholder. 

8. Engagement Level - Engagement information driven by the People.ai App (See image below)

9. Decision Status - Indicates the Stakeholder's status in the decision making process.

10. Relationship - Indicates the depth of the relationship.

11. Role - Indicates the Stakeholder's role in the buying process.

12. Support Status Help Text - Custom Help Text - Default value is ‘Expresses a person's attitude to the deal’

    1. Help Text can be customized on the ‘CP: Deal Stakeholder’ Object > Fields and Relationships > Support Status > Edit > Help Text

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13. Support Status - Indicates the depth of relationships between Stakeholders.

14. Custom Status - Custom Status that can be created in your Org

15. Custom Status - Custom Status that can be created in your Org

16. Dashboard tab - Overview of Stakeholder information driven by the People.ai App

17. Engagement Tab - Engagement information driven by the People.ai App (See below)

18. Connections Tab - Connection information driven by the People.ai App (See below)

19. Opportunities Tab - Opportunities information driven by the People.ai App (See below)

20. Details Tab - Display Stakeholder information. (See below)

21. Activities Tab - View and add/edit Tasks (See below)

• Engagement Tab

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• Connections Tab

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  • Ask for intro - Opens a templated email to the suggested Connection asking for an introduction
    
    

• Opportunities Tab

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• Details Tab

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  • About - Stakeholder information

  • Contacts - Key Stakeholder contact attributes.

  • Additional Contact Fields - Displays additional Stakeholder attributes provided by your organization

  • Notes - 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.

• Activities Tab

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  • New Tasks - Add a new Salesforce Task

  • New Event - Add a new Salesforce Event

Edit Stakeholder

Edit Stakeholder information from 2 locations:

1. Double click on the Stakeholder Tile on the map > Click the Edit icon on the Stakeholder Overview

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2. Click the Edit Icon on the Stakeholder List under the Relationships tab

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Edit Stakeholder Sidebar:

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Creating, Adding and Importing Stakeholders

A Stakeholder can be added from:

1. Stakeholder List on the Opportunity Level

2. Relationships Map on the Account and Opportunity Level

A Stakeholder can be created:

• From Existing Contacts

• By creating a New Contact

• By creating an Unknown Contact (Ghost Contact)

A Stakeholder can be imported:

• From an existing Account or Opportunity Map

• From Contact Roles on the Opportunity

Opportunity Map Stakeholder List

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Creating / Adding a New Stakeholder:  

• Click the +Add button
  
  

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• Select one of the options:

  • New contact: Creates a Stakeholder along with the new Contact

    • Click New Contact > a New Contact modal window with relevant Salesforce layout settings in your organization will appear > complete the information and Save.

  • Existing Contact: Creates a Stakeholder based on an existing Contact. To browse all existing Contacts, select the option All Contacts.

    • Select the contact > fill information > Save.

  • Unknown Contact: will create Stakeholder without an associated Contact.

    •  If the identity of a relevant person is unknown, you can create this 'Ghost Contact' > complete the relevant information and Save. 

    •  Unknown Contacts can be converted to a regular Contact when their identity is known.

Import Stakeholders - Map:

You can also add Stakeholders from an existing map, from the Account, from another Opportunity or from Contacts Roles. 

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• Click on " ... " button > Import Data.

• Pick From Account or From Opportunity > select your map and click Import. Stakeholders will be added into the Stakeholder List.