Sales Cloud R12 account management does not come with major changes. But a few nice enhancements are worth mentioning nevertheless as they allow you to be more creative when implementing your account management processes.
Although I discuss these new features listed below in the context of accounts, they also apply to Contacts and Households.
R12 Account Management allows us to classify accounts in much more detail. Besides one or multiple account types and industries, 3 additional auxiliary classifications can be maintained for each account:
- Individually by adding only those you need to the account layouts
- Grouped by adding the ‘All Aux Classification’ option to the account layouts
These additional classification are not just interesting from a segmentation point of view but can also be used in territory management to further fine-tune the scope of territories.
Additional names can be logged for each account as of now also. These can be especially useful when creating documents with the Sales Cloud reporting tools as on official outgoing documents (e.g. a quote or a proposal generated with BI Publisher) you might want to use a different account names than the one you use in Sales Cloud. These can be abbreviations, legal names, local language names, or whatever purpose you can find for additional names.
Another way to make use of these additional names is by enabling the global search to find these additional names.
This allows users to find accounts by searching by their additional names.