The Strategic Chessboard for Complex Accounts
Buying Center Architecture creates a shared strategic map of a target enterprise—aligning operating units (how the company is structured) with innovation themes (where your solutions apply). This becomes the “chessboard” that unifies marketing, sales, product specialists, and leadership.
!The Problem
Strategic accounts aren’t “one account.” They’re dozens of operating units, lines of business, and legal entities—with different priorities. Without a common map, GTM teams scatter effort, duplicate work, and fail to build sustained momentum behind a small number of high-potential plays.
What It Does
Builds a Chessboard Visualization
- Y-axis: Operating units (revenue reporting structure / top org tiers)
- X-axis: Innovation themes (tiered taxonomy)
Uses a Tiered Taxonomy
Tier 1 innovation themes, Tier 2 expansions, and hundreds of use cases.
Produces a unified “what problems can we solve where?” map that feeds downstream modules.
Key Capabilities
Revenue Structure Analysis
“How is this company structured and where does revenue come from?”
Subsidiary Intelligence
Deep research using SEC filings, LEI databases, and registries
Use Case Mapping
Connects org structure to a catalog of solution use cases
Outputs
- Excel workbook
- PowerPoint (single slide per account with revenue/OU mapping + chessboard)
- JSON structured data
- Chessboard visualization
Primary Users
- ABM / Field Marketing
- SDR/BDR Leadership
- Account Teams
- Product Specialists
- RevOps
Success Metrics
- Faster account planning and play selection
- Better cross-team orchestration and sustained multi-quarter focus
- Higher conversion of “account interest” into buying-center-level pipeline