Salesforce-native account plans, white-space analysis, and cross-regional collaboration — the plan your account team works from.
"Everything's supposed to go into Salesforce. Our account plans live as PowerPoints in a shared drive."
VP Commercial Excellence, industrial technology
"At our top accounts — the ones where it matters most — we don't really have a standardized approach. It's whoever's running it."
Head of Key Account Management, manufacturing
Executive summary, SWOT, stakeholder map, success criteria, milestones — all structured fields on a native Salesforce account record. Reps update the plan as the account evolves; managers review plan health from the account page, not a PowerPoint they hope is the latest version. No export required to have an account conversation.
Account teams span regions. Americas and EMEA reps on the same strategic account see the same plan, the same stakeholder map, the same activity history. "Did Europe already approach the CFO?" stops being a question — the record answers it. Comments and tasks stay on the plan, visible to everyone on the account.
The white-space matrix maps what you sell against what the account actually uses — products across regions, business units, and buying personas. Gaps become explicit: "Incumbent on Product A in North America; no footprint in Europe." Systematic expansion pipeline, not opportunism.
A structured assessment — the SAMA 7-step framework for advanced teams, abbreviated variants for teams starting out — scores plan maturity across dimensions like customer knowledge, stakeholder coverage, and value articulation. ARPEDIO surfaces the specific next step for every gap. Plan scores improve as the plan matures; leadership sees discipline as a leading revenue indicator.
"ARPEDIO's platform provided a user-friendly interface for visualizing and working with decision-making units within accounts, creating consolidated account plans with goals and SWOT analysis, and streamlining the entire sales process."
Perstorp — a PE-backed specialty chemicals group with global account teams — was already on Salesforce, but account plans lived as PowerPoints and spreadsheets. Visibility into decision-making units and long-term account goals was thin; sales enablement couldn't coach what it couldn't see.
A 25-person pilot moved the plans into ARPEDIO. DMUs visualized natively in Salesforce. Consolidated account plans with goals and SWOT. Bi-weekly enablement support paired with e-learning. Adoption exceeded Perstorp's prior Salesforce implementation, and sales reviews now run from the same record the reps update.
Read the Perstorp story →Strategic account planning is the practice of managing your most valuable customers as multi-year partnerships — defining joint objectives, mapping where your capabilities create value, and coordinating execution across regions and business units. Done well, it's the operating system for expanding enterprise revenue. Done in quarterly PowerPoints, it's documentation theater. ARPEDIO is built on the SAMA 7-step framework — the methodology your strategic account managers are trained on, running natively inside Salesforce.
See the SAMA methodology partnership →Co-developed on the SAMA 7-step framework — the same methodology your strategic account managers are trained on, operationalized inside Salesforce.
Account Planning sits inside the same Salesforce-native platform that covers stakeholder intelligence and opportunity qualification. One data model, one security architecture, one source of truth.
Methodology-derived deal scoring and a leadership heat map that turns the weekly 1:1 into action.
Explore MEDDPICC →Stakeholder intelligence for enterprise accounts. AI-built org charts, relationship matrices, activity timelines.
Explore Relationship Mapping →Native Salesforce account plans, SWOT, and white-space analysis — multi-year governance for your most strategic accounts.
AI-surfaced expansion opportunities and account health signals from your account plan assessments.
See the Agents →No. ARPEDIO is built on the SAMA 7-step framework, which is the best-practice reference for teams maturing into strategic account management — but the platform runs simplified 2–3 step variants for teams just starting out, and supports other methodologies where customers have their own. Your process goes into the tool; you don't retrain your team to fit the tool.
Salesforce's standard Account Plan holds free-text fields. ARPEDIO's account plan is a structured record with methodology-defined sections (executive summary, SWOT, stakeholders, success criteria, milestones), a white-space matrix linked to your product catalog, a maturity assessment scored against the SAMA 7-step framework, and native integration with the relationship map and MEDDPICC-qualified opportunities on the same account. It's the difference between a notes field and an account-planning system.
The white-space matrix is configurable per account. Columns come from your Salesforce product hierarchy; rows can be regions, business units, or buying personas depending on how the account is organized. ARPEDIO maps existing revenue into "in" cells, surfaces gaps as "opportunity" cells, and ties each untapped cell to expected revenue based on comparable accounts.
Yes. Cross-regional collaboration is native. Americas, EMEA, and APAC reps on the same strategic account see the same plan, the same stakeholder map, the same activity history — with each rep's regional context visible. Comments and tasks stay on the plan record, so "did Europe already approach this stakeholder?" stops being a question.
They're linked on the account. The account plan holds the multi-year strategy and white-space view; the MEDDPICC-qualified opportunities are the deals executing against that strategy. From the account plan, managers drill into active opportunities and their MEDDPICC scores; from a single opportunity, reps jump back to the broader plan and stakeholder map without switching tools.
Yes. ARPEDIO is a managed package on AppExchange — it installs into your existing Salesforce instance with no data migration. The first account plan can be built on an existing account record immediately; there's no import from PowerPoint needed, because the plan structure and stakeholder data come from what's already in Salesforce.
Inside your Salesforce instance. Account plans, SWOT content, white-space matrices, and assessment scores are Salesforce records — your security model, your retention rules, your governance. Data never leaves Salesforce.
See ARPEDIO's account planning running on Salesforce — a recorded 5–7 minute walkthrough, no form to fill in.