Relationship Map

Building opportunity relationships is all about understanding the people and the politics involved in the customer's buying decision.

With this understanding, you can devote your time to the right people, and talk to them about the right issues. It also helps you to avoid unwelcome surprises during the course of the sales cycle.

That's where relationship maps come in. The map provides a visual representation of:

  • The people in the buyer’s organization who are involved in your opportunity.
  • Important information about each one, including their relationships with each other.
  • Each person’s level of support for you and your level of contact ('Coverage') with each of them.
  • Any business insights provided by each contact.
  • Actions that are due in relation to each relationship map contact, and their level of relationship with each member of your opportunity team.
  • Any decision criteria (particular concerns or requirements) associated with each contact).

Each opportunity can have a single relationship map.

Each person on the map has a contact card. This makes it easy to see how everyone is connected, formally and informally, with other contacts involved in buying decisions.

Opening a Relationship Map

To open an opportunity's relationship map from an Opportunity record, click the Relationships tile (highlighted below) on the Opportunity Manager launchpad.

The Relationships tile shows the total number of contacts currently added to the relationship map.

From within Opportunity Manager, click the Relationships tab (activated in the example shown below).

More About Relationship Maps