[B2B Edition]{class="badge informative"}
Grow key accounts
Also, [B2B Edition]{class="badge informative"} functionalities and documentation of [B2B Edition]{class="badge informative"} functionalities are subject to change and no legal obligations can be derived from it.
This note will be removed when the functionality is generally available. For information about the Customer Journey Analytics release process, see Customer Journey Analytics feature releases.
Growing and retaining key accounts is a high priority for B2B companies. A prerequisite to ensure that deals progress is to communicate with key stakeholders in your target accounts at the right time.
When you consider how to grow key accounts through new acquisition or retention or upsell motions, Customer Journey Analytics B2B Edition assists you (the sales team and business analysts) with deeper insights in sales stage progression and cross team collaboration. See the following sections for examples.
Sales stage progression
You want to generate and distribute ad-hoc lead conversion reports and understand how accounts progress through the sales funnel.
The Fallout visualization lets you visualize conversion and drop-off rates between pre-defined steps in a sequential journey.
Example
You want to see the fallout of the top of the sales funnel (from lead to opportunity) for accounts.
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Create and configure a Fallout visualization.
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Select
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The first touchpoint should read All Accounts.
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Add a new touchpoint: Lead Form: Complete exists.
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Add a new touchpoint: Lead Generated exists.
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Add a new touchpoint: MQL Qualified exists.
Collaboration
You want to improve communication between the sales, marketing, and product team. Available options to ensure all stakeholders to have a unified data story are alerts, annotations, in-project commenting, and sharing of reports and visualizations.
You can use these Customer Journey Analytics B2B Edition features:
