Support Opportunity Selection from Account Hierarchies in Business Plans

Sales representatives can now include opportunities from both a parent account and its hierarchy—such as subsidiaries, regional divisions, and affiliates—when building a Business Plan or Account Plan. This enhancement enables users to view, associate, and manage all relevant revenue opportunities, giving a holistic and strategic overview of the customer organization’s potential.

This feature empowers sales teams to build more comprehensive and effective business plans by providing visibility and access to all relevant opportunities across a customer’s entire organizational structure, including parent and subsidiary accounts. By consolidating opportunities from the full account hierarchy, organizations can identify greater revenue potential, coordinate sales efforts more strategically, and deliver tailored solutions that address the needs of the entire customer ecosystem—ultimately driving increased win rates and accelerating growth.

Steps to Enable

You don't need to do anything to enable this feature.

Tips And Considerations

  • Navigate to Business Plans:
    Go to the Business Plan for the desired parent (or global/strategic) account.

  • Access Opportunities Tab:
    Click the Opportunities tab to see opportunities currently associated with the plan (default "Associated" view).

  • Review Metric Cards:
    Metric cards below the tab section provide a summary of plan-related opportunity counts. Metric cards are extensible, allowing you to add custom metric cards—such as those displaying pipeline value—to meet specific business needs.

  • Toggle Views:

    • Associated View: Displays opportunities already linked to the plan (across the account hierarchy).
    • Unassociated View: Switch to this to see opportunities not yet linked which includes subsidiary account opportunities.

  • Manage Opportunities:

    • To add opportunities to a plan, select "Move to Plan" on each opportunity in the Unassociated view. Then, select the relevant Goal and its corresponding Strategy to complete the association.
    • To remove, use the "Remove from Plan" action in the Associated view.

Key Resources

User with this privilege ZCA_CREATE_SALES_BUS_PLN_PRIV can create and manage Business Plans.

Access Requirements

Only users who have the necessary privileges to view opportunities for the account can see the opportunities associated with the plan.