Turn Account Research into Actionable Plays
Buying Center Insights converts deep account research into an actionable shortlist of where to play—by summarizing strategic context, scoring use cases, and generating heatmaps that can be mapped directly onto the Buying Center Architecture chessboard.
!The Problem
Strategic account profiles are massive and hard to operationalize. Teams need a reliable way to translate account complexity into a prioritized set of use cases and plays.
What It Does (The Pipeline)
Stage A: Strategic Summarization
Compresses very large organizational profiles into four decision-ready dimensions:
- Strategic Priorities
- IT Initiatives
- Key Pain Points
- Regulatory Drivers
Stage B: Use Case Scoring & Ranking
Scores use cases using three strategic axes (Client Value Creation, Value Impact, Alignment) to select a top set (e.g., top 10).
Stage C: Artifact Generation
Produces structured outputs (JSON/Excel) and heatmaps.
Key Capabilities
Structured Inputs
Prevents model confusion by structuring large inputs and enforcing schemas
Heatmap Generation
Produces "Use case access scores" + "Weighted sum relevance" heatmaps
Chessboard Mapping
Aggregates operating unit linkages by theme for mapping to the chessboard
Outputs
- Ranked use case list (e.g., top 10) with scoring rationale
- Excel + JSON outputs suitable for downstream automation
- Heatmaps for executive and GTM planning
Primary Users
- ABM / Field Marketing
- Strategy Teams
- RevOps
- Account Planning Teams
- Specialists
Success Metrics
- Faster selection of a few high-confidence plays per account
- Better alignment on “what we’re betting on this quarter”
- Increased conversion from account engagement → buying-center pipeline