Account Plan
Written by Sukhmanjeet Kaur
Updated at July 28th, 2025
Table of Contents
The AccountPlan section in the Aviso Sales Web App serves as a strategic hub for understanding, managing, and planning account engagements. It provides a structured framework for capturing critical client insights, analyzing market trends, and aligning sales efforts with the client’s business objectives. The section is divided into three key sub-modules—AccountMap, Account Research, and fi0K Report Insights—each designed to offer unique and actionable insights.
To access the module, follow these steps:
- Log in to Aviso. Click Accounts from the upper menu bar.
- You will be redirected to the Accounts page. Here you can view the list of all the currently available accounts in the system.
- Click on the Account Name for which you want to view the detailed
information. Switch to the Account Plan tab. Here you can view the following information:
Account Map
The AccountMap is organized into four categories: Obstacles, Initiatives, Pressures, and Goals. It provides a detailed snapshot of account-specific information, including MeetingNotes, Revenue Growth, Sales Categories, and Customer retention metrics. Sales teams can add insights to any category, tailoring the map to re/ect the client’s current business landscape. The ability to add, delete, or modify categories ensures that the Account Map remains dynamic and relevant, enabling teams to address critical client challenges and align strategies with their objectives.
Account Research
The AccountResearch helps teams stay informed about the client’s broader business environment. It includes three components: News, which highlights the latest updates impacting the client; EarningsCallPerspective, focusing on sales-related insights such as AI initiatives, tech-driven strategies, and key revenue drivers; and Profitability, which explores market and industry trends, the company’s financial guidance, and other factors in/uencing the client’s profitability. Together, these elements provide a deep understanding of the client’s position in their industry and potential growth areas. The fi0KReport Insights delves into the client’s financial and operational performance. It includes detailed information such as Business Overview, Financial Performance, ContractBalances and OtherReceivables, Risk Factors, and RevenueConsiderations from the financial statements. These insights help sales teams understand the client’s business health, identify potential risks, and uncover opportunities to create value.
Plan Overview
The Plan Overview section provides a comprehensive summary of account plan activities and progress, ensuring teams stay aligned and on track. The Plan Activity component logs all actions and updates, including meetings, completed tasks, and changes to the account map, research, or 10K report insights, offering a detailed timeline of ongoing efforts. Meanwhile, the Plan Progress component visually tracks key performance indicators (KPIs) such as goals achieved, initiatives completed, and pending tasks, providing a clear picture of the plan’s advancement. Together, these components offer a holistic view of the account plan, enabling sales teams to monitor their efforts, identify areas for improvement, and drive strategic outcomes effectively.
Plan Objectives
The PlanObjectives section focuses on defining and managing the strategic goals set for an account. This section allows users to create new objectives tailored to the client’s specific needs and business priorities. Additionally, users can add tasks to existing objectives, breaking them down into actionable steps to ensure progress toward achieving the set goals. By providing a clear structure for outlining and tracking objectives, this section helps sales teams maintain focus, align efforts with client expectations, and drive meaningful outcomes.
