If you’re running (or supporting) a big sales team, you already know “account planning” can mean anything from sticky notes to spreadsheets to something much fancier. But when you’re responsible for millions in pipeline, the right account planning software isn’t a nice-to-have—it’s what separates smart, repeatable wins from “winging it.”
This guide is for sales leaders, operations folks, and anyone who actually has to use the software, not just sign off on the invoice. I’ll walk you through how to size up account planning tools, with a direct look at Revegy and some real alternatives. No fluff, just practical help.
Step 1: Get Clear on What “Account Planning” Actually Means for Your Team
Don’t buy software until you’re clear on your own process. “Account planning” sounds simple—build out key contacts, map relationships, track deals, spot growth—but every team has their quirks. Before you even start looking at tools:
- Map out your actual workflow: How do you identify target accounts? How do you build account maps? Do you run quarterly account reviews? Who needs visibility?
- Decide what’s non-negotiable: Is there a specific methodology (Miller Heiman, MEDDPICC, etc.) the tool must support? Does it need to work inside your CRM, or can it stand alone?
- Ask your reps and managers: What’s the biggest pain with your current system? Is it updating info, reporting, collaboration, or just plain clunky UI?
Pro Tip: If you can’t describe your process in plain English, you’re not ready to buy software. Fix that first.
Step 2: Decide What Actually Matters in a Tool (and What’s Just Hype)
Vendors love to throw around buzzwords—“AI-powered insights!” “360-degree visibility!” Ignore the marketing. Here’s what actually moves the needle for most enterprise sales teams:
Must-Haves: - Easy account mapping: Visual org charts, relationship maps, whitespace analysis. - Integration with your CRM: No one wants double entry. Bonus points for native Salesforce or MS Dynamics integration. - Customizable playbooks: Can you adapt the tool to your sales methodology, or are you stuck with rigid templates? - Collaboration features: Notes, tagging, sharing—can the whole team see what’s happening? - Reporting & forecasting: Can managers actually pull useful reports without exporting to Excel?
Nice-to-Haves: - Mobile access: Handy, but often less critical for this kind of work. - Automated data enrichment: Can it pull info from LinkedIn, news, or your CRM? - AI suggestions: Only valuable if it actually works with your data (most don’t).
Red Flags: - Clunky UI: If it feels like a 2007 SharePoint site, your team will never use it. - Locked-in methodology: Beware tools that force you into their process. - Hidden costs: Watch out for “integration fees” and overpriced user licenses.
Step 3: See How Revegy Stacks Up
Revegy is one of the more established names in this space, especially for big, complex sales orgs. Here’s the real story:
What Works: - Relationship & org mapping: Revegy’s visual tools for mapping decision-makers and influencers are solid. You can drag-and-drop, color-code, and see a pretty clear picture of who matters. - Playbook and process support: If you follow a structured methodology (like Miller Heiman), Revegy will support it, and you can customize fields and templates. - Solid integrations: Native Salesforce integration is decent, and you can pull data both ways.
Where It Struggles: - User experience: The interface can feel heavy and dated. Expect a learning curve—especially for folks used to modern SaaS tools. - Adoption challenges: Because there’s so much you can customize, rolling it out without strong change management is risky. Some teams end up using just a fraction of the features. - Pricing: Revegy is not cheap, and the per-user cost adds up fast in big orgs. Watch for extra charges on integrations or support.
Bottom Line: Revegy is powerful, but it’s not “set it and forget it.” If you don’t have a clear process and someone to drive adoption, you’ll leave value on the table.
Step 4: Compare with Key Alternatives
There’s no “one best” account planning tool. Here’s how some other popular options stack up if you’re weighing them against Revegy:
1. Salesforce Account Planning (native & AppExchange tools)
- Best for: Teams deep in Salesforce, who want minimal friction.
- Pros: Seamless integration, single sign-on, easy reporting. Plenty of AppExchange add-ons (like Altify, DemandFarm).
- Cons: Customization often requires expensive consulting. Many add-ons are pricey and have their own UI quirks.
- Honest take: Good for lightweight mapping and reporting, but complex org charts or process customizations can get messy.
2. Clari Align
- Best for: Companies already using Clari for revenue forecasting.
- Pros: Ties account planning to pipeline and forecasting. Slicker UI than most.
- Cons: Really only makes sense if you’re already in the Clari ecosystem. Less flexible on custom playbooks.
- Honest take: Solid if you’re “all in” on Clari. Otherwise, overkill.
3. DemandFarm
- Best for: Teams that want detailed org charting and whitespace analysis, especially in Salesforce.
- Pros: Good visual tools, strong integration, more modern interface than Revegy.
- Cons: Can be overwhelming; setup requires work. Reporting isn’t as deep as some.
- Honest take: Worth a look if your pain is mapping out big, messy accounts. Not as strong on process support.
4. People.ai
- Best for: Teams wanting more automation and data enrichment (auto-capturing meetings, emails, etc.).
- Pros: Less manual entry, some AI-driven insights, works across several CRMs.
- Cons: Not purpose-built for account mapping—more about activity tracking and relationship intelligence.
- Honest take: Not a true “account planning” tool, but can add value in surfacing hidden relationships.
5. Old-School Spreadsheets & Slides
- Best for: Teams on a budget, or those with unique processes not supported by commercial tools.
- Pros: Ultimate flexibility, zero licensing costs.
- Cons: No integration, hard to keep updated, limited visibility for managers.
- Honest take: Fine for a handful of reps or a pilot phase. Falls apart at scale.
Step 5: Run a Real-World Test—Don’t Buy Off a Demo
Vendor demos are polished for a reason. What you see is not always what you’ll get when your team is tired on a Friday afternoon. Here’s how to test tools the right way:
- Ask for a trial or sandbox: Ideally with your own data, not demo accounts.
- Have actual reps use it: Get feedback from both power users and “reluctant adopters.”
- Test integrations: Sync with your CRM, reporting, and whatever else matters.
- Try the ugly stuff: Bulk updates, permission settings, exporting data—find the pain points before you buy.
- Measure time-to-value: How long does it take to map an account, run a report, or onboard a new user?
Pro Tip: If the vendor won’t let you run your own test, walk away. Life’s too short for buyer’s remorse.
Step 6: Get Honest About Change Management
Here’s the thing nobody likes to admit: Account planning software doesn’t magically make your team plan better. Adoption is always the hard part.
- Pick a team “champion”: Someone who isn’t just IT, but actually understands sales pain points.
- Keep it simple: Don’t try to roll out every feature at once. Start with the basics and layer on complexity.
- Train consistently: Not just at launch, but as people join or as your process evolves.
- Tie it to what reps care about: Show how it helps them close deals or avoid getting blindsided—not just “management visibility.”
Step 7: Budget for the Whole Lifecycle—Not Just the License
Most teams underestimate the real costs: - Implementation: This can be 2-5x the first year’s license in complex orgs. - Integration and customization: Especially if you’re trying to sync with legacy systems. - Ongoing support: Who’s the “admin” on your side? Who fixes things when workflows break? - Churn: Be honest about how often your process changes. Can you adapt without calling the vendor every time?
Pro Tip: Ask for customer references who’ve been through a renewal cycle—not just shiny new wins.
Keep It Simple—Then Iterate
Picking account planning software for enterprise sales is less about finding the most features and more about finding the right fit for your workflow and people. Don’t get distracted by “AI” and dashboards you’ll never use.
Start small. Test with a pilot group. Get feedback, tweak, and only then think about rolling it out everywhere. The best tool is the one your team actually uses—everything else is just shelfware.