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What is account management software?
Account management software is designed from the ground up to be the best possible CRM solution for managing sales accounts, from the simple to complex. From a management perspective, account management software helps monitor progress. It can be used to set individual account milestones, helping verify that tasks are completed and completed on time... read moreShowing 1 - 20 of 458 products
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Pivotal CRM
Pivotal CRM
Pivotal CRM is an on-premise customer relationship management (CRM) solution that caters to businesses of all sizes, helping them manage various CRM processes. It includes marketing automation, lead management, sales force automat...Read more about Pivotal CRM
NetSuite CRM
NetSuite CRM
NetSuite CRM+ is a cloud-based customer relationship management (CRM) solution for small and midsize organizations. NetSuite caters to thousands of customers across a wide range of industries including wholesale distribution, manu...Read more about NetSuite CRM
Genoo
Genoo
Genoo is a cloud-based marketing automation solution for small to mid-sized professional services, software and technology firms. The solution helps marketers in email marketing, lead management, lead scoring, microsite building a...Read more about Genoo
Salesnet CRM
Salesnet CRM
Salesnet CRM is a cloud-based sales and marketing automation tool for businesses of any size with a focus on Sales Force Automation. Salesnet relies on dashboards, pipelines, forecasts, and reports to ensure that each member of th...Read more about Salesnet CRM
Oracle CRM On Demand
Oracle CRM On Demand
Oracle CRM On Demand is a cloud-based suite containing integrated, business applications that enable organizations to make decisions and manage costs of operations. The suite includes customer relationship management (CRM) solutio...Read more about Oracle CRM On Demand
Volly
Volly
SoftVu is a cloud-based marketing automation solution designed to help financial services automate their marketing operations. It caters to small and mid-size businesses. SoftVu’s marketing automation solution offers lead scoring,...Read more about Volly
Keap
Keap
Keap (formerly Infusionsoft) is a cloud-based sales and marketing solution that offers customer relationship management (CRM), marketing automation, and e-commerce functionalities in one suite. Keap helps small businesses across v...Read more about Keap
Zendesk Suite
Zendesk Suite
FrontRunners 2022
Zendesk is a cloud-based help desk management solution offering customizable tools to build customer service portal, knowledge base and online communities. The solution offers a customizable front-end portal, live chat features an...Read more about Zendesk Suite
SAP Customer Experience
SAP Customer Experience
SAP Customer Experience is a cloud-based customer relationship management solution that helps small and mid-size businesses manage communication and interactions with existing and potential customers. It helps businesses to manage...Read more about SAP Customer Experience
Fision
Fision
Fision offers an integrated marketing automation and sales enablement solution to help distributed field sales and local marketers customize and distribute timely, relevant and multi-channel campaigns. Fision's distributed ma...Read more about Fision
Maximizer CRM
Maximizer CRM
Maximizer CRM is an integrated customer relationship management (CRM) solution suitable for organizations of all sizes across various industries. This solution can be deployed on both on-premise and in the cloud. Maximizer CR...Read more about Maximizer CRM
Velocify
Velocify
Velocify is a cloud-based lead management solution that is designed for mortgage brokers, educational institutions and insurance organizations. The solution offers different types of sales products which are velocify pulse, veloci...Read more about Velocify
Omniprise
Omniprise
Omniprise is an on-premise as well as cloud-based customer relationship management solution designed to provide companies a view of all customer interactions on a real-time basis. The solution is suitable for businesses of all siz...Read more about Omniprise
LeadMaster
LeadMaster
LeadMaster is a SaaS-based all-in-one lead management solution that offers capabilities to capture, track and follow up with leads. The solution comprises of integrated modules for sales force automation, customer relationship man...Read more about LeadMaster
Oracle Cloud CX
Oracle Cloud CX
For companies looking to meet the high service expectations of their customers, Oracle Cloud CX ensures that each and every customer is valued and supported. The customer experience suite gives businesses the tools needed to deliv...Read more about Oracle Cloud CX
HubSpot CRM
HubSpot CRM
FrontRunners 2022
With its cloud-based, customer relationship management (CRM) platform, HubSpot CRM helps companies of all sizes track and nurture leads and analyze business metrics. HubSpot is suitable for any B2B or B2C business in a variety of ...Read more about HubSpot CRM
IXACT Contact
IXACT Contact
IXACT Contact is a real estate CRM solution designed to support realtors and their specific needs. As a web-based system, IXACT Contact is accessible from any internet connection and also offers a wireless sync option. With the sy...Read more about IXACT Contact
PlanPlus Online
PlanPlus Online
PlanPlus Online uses the Franklin Covey business planning methodology to help organizations and professionals in real estate, insurance and finance sectors manage both time and customers. The system provides an all-in-one sol...Read more about PlanPlus Online
Diamond Relations CRM
Diamond Relations CRM
Diamond Relations is a cloud-based customer relationship management (CRM) solution that allows jewelry retailers to track sales and manage opportunities, while also nurturing relationships with the customers. The solution captures...Read more about Diamond Relations CRM
Mothernode CRM
Mothernode CRM
Mothernode CRM is a SaaS-based CRM solution designed to help small and midsized businesses manage customer relationships and create effective sales process. With Mothernode CRM, individuals and sales teams alike have a system that...Read more about Mothernode CRM
Popular Account Management Software Comparisons
Buyers Guide
Last Updated: November 22, 2022
Customer Relationship Management (CRM) software is a core information management platform for both B2B and B2C businesses. Unfortunately, many options serve a general purpose, which means some companies find basic CRM software to be too generic for their needs. Thankfully, there's no shortage of purpose-built applications to take its place or just fill the gaps.
Account management software is one such purpose-built type of CRM software. It's designed from the ground up to be the best possible CRM solution for managing sales accounts, from the simple to complex. It's best and most often used in B2B contexts and can be a must-have application for companies engaged in cyclical and enterprise sales.
Since CRM plays such an important role in your organization, it's essential to find an account management software that supports both your sales team's workflows and your company's strategic goals.
Poorly aligned account management software can hinder operations just as much as well-matched software improves them. This account management software Buyer's Guide will help you make the right choice.
Here's what we'll cover:
What Is Account Management Software?
Common Features of Account Management Software
Market Trends to Understand
What Is Account Management Software?
Account management software excels when individual accounts become complicated. For example, you might choose to create separate accounts for:
- Individual employees within the same department,
- Individual departments within the same large company,
- Separate branches of the same company, or
- Any combination of the above.
Keeping tabs on these numerous definitions of “an account" is one of the main functions of account management software. It ensures your sales staff stays on the same page with regards to each account's status and expectations. Your team can interact more efficiently, preventing crosstalk and avoiding missed opportunities.
Account opportunity dashboard in bpm'online showing overview of an individual account's status
From a management perspective, account management software helps monitor progress. It can be used to set individual account milestones, helping verify that tasks are completed and completed on time. It can also be used to set triggers, flagging accounts when deadlines are missed or when special attention may be needed.
Lastly, it helps improve the customer experience. It does this by a combination of the above improvements and also by improving communication. Account management software can be configured to automatically:
- Send follow-up communications to clients,
- Request client feedback at predetermined touchpoints, and
- Send marketing and customer service materials as needed.
Common Features of Account Management Software
The following table lists features common to account management software platforms, but understand that many overlap with features common to general CRM software and sales enablement tools. You should begin your search with a list of existing business challenges and goals and identifying the gaps in your current software toolset.
| Account management | Allows for more granular groupings of separate sales accounts, each with its own customer information files and settings. |
| Parent, nested accounts | Provides more control for the separation and management of individual accounts, breaking them down by individual, team, department, branch office, account status or other variable. |
| Milestones and goals | Helps predetermine points of progress for sales processes and sales cycles, ensuring nothing is overlooked and providing oversight to team leads and management. |
| Platform and app integrations | Allows account management software to work in tandem with other platforms, like CRM and sales enablement tools. App integration requirements should always be considered and demonstrated prior to purchase. |
| Account scoring | Provides a single numerical value to gauge the health of an account, calculated from a selection of variables, including current deals, purchase history, expected lifetime value and open invoices. |
| Life cycle management | Setup and manage step-by-step procedures for individual account management, leading each from sales prospect to active lead to new customer onboarding and post sales follow-up. |
| Renewal cycle management | Helps manage (often larger) enterprise accounts and accounts that have cyclical sales and renewal processes. These tools are increasingly used for subscription-based products, like cloud-deployed software (SaaS). |
| Customer portal | Adds an online portal to your company's website, letting customers securely log in and check their account status, including pending and past purchases, add-on products and support materials. |
| Intelligent call routing | Connects with your business phone system and helps automatically route calls to the correct sales staff (or department) depending on their status as a sales prospect or customer. |
| Insights and analytics | Helps management and executives oversee operations by identifying trends, common pain points and areas for improvement. They're often presented in dashboard form, with options for tracking a variety of metrics and KPIs. |
Market Trends to Understand
The overarching trend in account management software, and with CRM in general, is improved user experience (UX) and improved customer experience (CX). The two are closely intertwined and are best understood in relation to one another.
Improved UX: Essentially, this means the software makes it easier for sales staff to do their jobs. Improving the employee's UX is largely a matter of streamlining workflows by reducing the number of manual tasks needed to accomplish any given task.
Make sure that a new sales tool won't actually increase the number of steps for a given workflow. This pitfall is commonly encountered when a standalone application is added on top of an existing sales platform, forcing staff to check the same boxes twice. IT purchases should be considered strategically and holistically; piecemeal solutions should only be considered as a last resort.
Improved CX: In a sales context, a better customer experience equates to simpler interactions and interactions that have already anticipated (and prepared for) the customer's expectations and needs. Account management tools have many applications that help improve CX, including customer portals and intelligent call routing.
But the best way to improve CX is to start by improving UX. When staff has the right selection of tools and intelligently designed workflows, they're more able to focus their attention on customer needs.