Fullcast 102.5 - Treatment of Account Families

TL;DR There are three options for addressing account families in Fullcast. You will need to choose one for each hierarchy you build in Fullcast.

No matter what level you’re at in your go-to-market segmentation hierarchy, and no matter what rule type you use, when adding a new hierarchy, you will always be given options for "Treatment of Account Families."

Video: Treatment of Account Families in Fullcast (3 Min. Video)

"Treatment of Account Families" refers to how you want to deal with child accounts. Essentially, you are determining whether child accounts will simply go into the same territory as their parents, or whether they will be assigned separately from the parent.  You have three options for this: 

• Don’t reassign children to the same segment.
• Assign all children to the same segment. 
• Assign children that meet the following criteria to the same segment.

Treatment of Account Families Example: Deciding How to Allocate Disney Subsidiaries

To explore this, we’ll over simplify the Walt Disney company to use as an example. Suppose we’re using a map rule to divide the world into super regions and then to separate the US into regions. We’re deciding how to allocate the Disney subsidiaries

Don’t reassign children to the same segment.

The Walt Disney company, which is the ultimate parent, is headquartered in California. Disney World is headquartered in Florida, and Disneyland Paris is located in France. Choosing the “don’t reassign children to the same segment” option will allow those accounts to live in different territories.

Assign all children to the same segment.

This means wherever the ultimate parent is, the children follow. For the Disney example, this means all the Disney subsidiaries would be assigned to the region containing the ultimate parent.

Assign children that meet the following criteria to the same segment.

This option allows you to create rules for when children should and shouldn’t follow the parent. As a simple example, let’s say you want only US subsidiaries to follow the parent and you want the rest to follow the regional rules. You can input that here, so that certain subsidiaries would follow the parent and the rest would be treated independently.  For the Disney example, all US subsidiaries would be assigned to the US West region, while global subsidiaries would be treated as independent companies and assigned accordingly.

Treatment of Account Families with Other Rule Types

In this example, we discussed how treatment of account families works with map rules. However, it will work the same with other rule types. Whether you’re using industry, company size, or other firmographic data to segment your market. 

Obviously the biggest two considerations for the treatment of child accounts are: where are purchasing decisions made for your company’s product or services? And how do you best align your resources? No matter your go-to-market, Fullcast can be set up to fit your structure. 

Up Next

Fullcast 102.6 - Making and Finalizing Changes

Article Written by: Ashley Kim

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