Hello all, in cases where you have a parent account with multiple child/subsidiary accounts, what are your rules of engagement around letting the child accounts managed by different sales team segments? For example, if your Enterprise sales team services the parent account, do you allow your mid-market / SMB sales teams work on child/subsidiary accounts which have much smaller annual revenue? Would love to hear best practices around whether I should allow sales team covering different segments work on a parent account and its child accounts. Thanks!
Ken L. Our experience working shows that Rules of Engagement are heavily tied to a customer's Sales Methodology. For our recent customer, their Account-Based approach meant the Parent Account Owner managed all subsidiaries (as long as they fit the ICP). This strategy proved effective by:
Building trust through existing relationships, allowing the Account Owner to navigate the entire account seamlessly.
Simplifying commission management as the Account Owner has full visibility across all associated accounts.
Hi Rajat, thank you for your response! The benefits of simplified commissions and deeper client relationships that come from keeping child accounts under the same account owner make sense. Curious to hear your thoughts and from others on when it may be advantageous to enable different account teams (esp if the teams support different cust segments based upon acct rev size) manage the parent account vs subsidiaries.
